Senior Sales Representative (Remote)

Ingram Content Group; Los Angeles (CA); On-site; USD 85,000 - 108,000; Full time

Benefits offered by this job

Medical & Prescription Drug plans

HSA

Vision

Dental

Health Care FSA

Vacation and sick days

Job summary

Ingram Content Group is seeking a Senior Sales Representative to manage a multi-state library territory, selling print, cataloging, processing and digital products while delivering superior service to existing and potential library customers.

The role requires on-site visits, calls, and email communication to meet and exceed sales targets. A Bachelor’s degree or equivalent and 5 years of sales or related experience are required, with CRM and account-planning skills highly valued.

Qualifications

• Bachelor’s degree or equivalent experience.
• 5 years sales, book industry, or related experience.

Responsibilities

• Profitably sells the company’s products, services and related materials to libraries in the assigned territory through on-site visits, phone calls and email.
• Manages assigned multi-state territory to ensure efficient use of the company’s resources and associate’s time while maximizing potential number of personal customer contacts.
• Utilizes consultative selling techniques and needs/benefit analysis to identify opportunities and grow revenue with existing customers and new prospects in the assigned territory to meet and exceed sales targets.
• Establishes, develops and maintains positive business relationships with established customers and new prospects.
• Attends regional, state and national library association conferences and presents ILS products and services.

Skills

Sales experience

Customer service

Education

Bachelor’s degree or equivalent experience

Tools

Salesforce CRM

Job description

Job Description

Job Description Ingram Content Group (ICG) is seeking a Senior Sales Representative to join our team. This individual engages in sales and service activities to existing and potential library customers in a multi-state territory. Achieves and exceeds established sales and company goals. Positions Ingram as the premier provider of all media (print, AV, and digital) and value-added services to libraries. Sells company products and services to libraries – print, cataloging, processing and digital products. Interfaces with other Ingram departments to ensure customer satisfaction, maintain and enhance knowledge regarding all ILS programs and services, and to share customer requirements and market trends.
We have a strong preference for this person to live in WI, IL, MO, KS, MN, TX, CO, AZ, NV, CA, OR.
Ingram Content Group (“Ingram”) connects people with content in all forms. Providing comprehensive services for publishers, retailers, libraries, and educators, Ingram makes these services seamless and accessible through technology, innovation, and creativity. With an expansive global network of offices and facilities, Ingram’s services include digital and physical book distribution, print-on-demand, and digital learning.
Ingram Content Group is a part of Ingram Industries Inc. and includes Ingram Book Group LLC, Ingram Publisher Services LLC, Lightning Source LLC, Ingram Library Services LLC, Tennessee Book Company LLC, Ingram Content Group UK Ltd. and Ingram Content Group Australia Pty Ltd.

Hiring Salary Range: 84,895k - $107,643k. This range represents the anticipated low and high end of the salary for this position. It will be determined by factors including but not limited to: the applicant’s education, experience, knowledge, skills, and abilities, geographic location, as well as internal equity and alignment with market data.

Required Qualifications

• Bachelor’s degree or equivalent experience
• 5 years sales, book industry, or related experience

Preferred Qualifications

• Ability to meet and maintain performance objectives (standards) including developing and executing account and territory plans on an annual, quarterly, and/or monthly basis
• Personal computing skills including PC applications (Excel, Word, PowerPoint, Outlook, Teams, web browsers and web applications)
• Basic knowledge of library industry including automation systems and classification schemes
• Customer service - Ability to actively listen and communicate effectively over the telephone, via electronic communication, or in person with attention to detail

Key Responsibilities

• Profitably sells the company’s products, services and related materials to libraries in the assigned territory through on-site visits, phone calls and email.
• Manages assigned multi-state territory to ensure efficient use of the company’s resources and associate’s time while maximizing potential number of personal customer contacts.
• Utilizes consultative selling techniques and needs/benefit analysis to identify opportunities and grow revenue with existing customers and new prospects in the assigned territory to meet and exceed sales targets.
• Establishes, develops and maintains positive business relationships with established customers and new prospects.
• Attends regional, state and national library association conferences and presents ILS products and services.
• Gives input and feedback for all respective territory RFPs (request for proposal) and formal bid responses and includes customer requirements, competitor information, trends, and potential bidding strategies in a timely manner.
• Participates in the development and implementation of annual budgets and strategic sales plans.
• Prepares strategic business and action plans to meet sales goals for the assigned territory in conjunction with their inside sales representative; also provides activity or summary reports upon request.
• Serves as the sales expert in what (and how) ILS offers Collection Development, Cataloging/Processing and Opening Day Collection services (CD, C&P, ODC) assisting the library streamline these processes.
• Assess library workflows and make recommendations to improve customer efficiency and further entangle the customer with ILS products and services.
• Negotiates discount/freight terms for new pricing agreements and existing pricing agreement renewals with an eye on profitability and margins.
• Maintains comprehensive knowledge of ILS products/services, competitor products/services advantages and changes in library market.
• Reports industry trends, market requirements, customer needs and competitor developments to management.
• Utilizes Salesforce CRM to document information and all interactions with customers and prospects.
• Manages the database of leads in Salesforce.com; efficiently processing all opportunities, tracking, and reporting.
• Creates and delivers presentations on ILS products and services at customer sites, conferences and other events.

Additional Information

Perks/Benefits

• A highly competitive compensation package with generous benefits beginning first day of employment for Medical/Prescription Drug plans, HSA, Vision, Dental and Health Care FSA.
  • 15 vacation days & 12 sick days accrued annually and 3 personal days
  • 401K match, Life and AD&D, Employee Assistance programs, Group Legal, & more
• Encouraged continued education with our tuition reimbursement program
• Financial and in-kind opportunities to engage with non-profits in your community
  • Company match program for United Way donations
  • Volunteer opportunities and in-kind drives for non-profits throughout the year
• Casual Dress Code & Flexible Schedules (per team)

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, work related mental or physical disability, veteran status, sexual orientation, gender identity, or genetic information.

• EOE-Race/Gender/Veterans/Disabled
• We participate in EVerify.
• EEO Poster in English
• EEO Poster in Spanish