Special Library Sales Rep

OUP; Cary (NC); On-site; USD 60,000 - 90,000; Full time

Job summary

Oxford University Press is seeking a sales professional to manage special library accounts across the United States and Canada, renew journal subscriptions, and grow database sales. You will maintain relationships with 150–180 libraries through calls, emails, visits, and conferences.

Collaborate with the Special Libraries Sales team to hit revenue targets, develop product knowledge, and handle quotes, campaigns, and databases. Travel may be required.

Qualifications

• 2-3 years of sales experience.
• Excellent communication, organization, and Microsoft Office skills—particularly in Excel including basic formulas and pivot tables, are required.
• Must be able to prioritize and meet deadlines.
• A strong desire to become a top-notch sales producer, and willingness to learn.
• A confident communicator with the ability to interact with colleagues and customers at all levels.
• Excellent attention to detail and strong numeracy skills – e.g. for the preparation of complex quotations.

Responsibilities

• Maintain quarterly contact with at least 150 library accounts.
• Renew journals collections and pursue upsell of databases.
• Develop opportunities with main accounts and create new journal collections.
• Visit accounts and attend conferences as needed.
• Collaborate with the Special Libraries Sales team to achieve revenue goals.
• Prepare quotes and materials for sales campaigns and invoicing queries.
• Maintain Salesforce database of contacts and activity.

Skills

Sales experience

Communication

Organization

Negotiation

Team collaboration

Client relations

Education

Bachelor's degree recommended

Tools

Excel

Microsoft Office

Salesforce

Job description

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As the world's largest university press, Oxford University Press combines global reach with a deep understanding of local audiences. We are committed to publishing serious non-fiction and partnering with authors whose authority, insight, and originality illuminate the issues that shape public discourse. If you share that passion, you may be an ideal fit for us.

With a presence in more than 50 countries and millions of customers worldwide, OUP publishes books that inform debate, illuminate the past, and help shape the future. An idea championed at OUP can have truly global impact.

The person in this role will manage special library accounts including corporations, pharma, government, and hospitals by working to renew current journals collections, create new journals collections, close database subscriptions and perpetual access sales throughout the United States and Canada. To accomplish these goals this person will maintain regular contact with at least 150 to 180 special libraries, including all special libraries with journal collections. Methods of contact include phone calls, emails, customer visits, and conferences. The person in this role is expected to be responsive to requests from any account and willing to reach out to special libraries outside their primary accounts. The goal is to develop excellent relationships to maintain a pipeline while closing sales and renewing journals.

This person will work closely with other members of the Special Libraries Sales team to work toward the overall sales goals. This role will be responsible for renewals, upselling opportunities, and new customer prospecting and acquisition with some shared team goals and some individual goals. Must be a collaborator- willing to work collaboratively with other team members to plan, prospect, and discuss tactics. The person in this role is expected to develop the product knowledge, systems expertise, and overall expertise to achieve overall sales goals.

Responsibilities/Duties:

• Maintain quarterly contact with at least 150 library accounts.
• Work with journals collection subscribers to renew collections annually. This responsibility requires negotiation skills, attention to detail, patience, and persistence.
• Maintain consistent contact with main accounts to develop opportunities, sell databases, and create new journals collections.
• Visit at least three accounts per year and attend conferences when needed. In a typical year this person will attend two or three conferences.
• Provide timely assistance when any special library sales account requires help. The person in this role will seek help from other departments when necessary or answer questions directly when appropriate.
• This role will work collaboratively as a team member to achieve account revenue objectives for renewals, new customer goals, and upselling goals and help to grow and maintain the SFDC electronic database of customer contacts.
• Prepare quotes for journals and online products, prepare materials for sales campaigns, facilitate quick delivery of information to customers regarding invoicing or access questions.
• Partnering with the Special Libraries Sales Manager to establish target account lists and work collaboratively to achieve revenue goals.
• Actively prospect for new account opportunities by mining data from a variety of sources including new journals joining OUP.
• Develop leads into new accounts by initiating contact and generating trials to all online products and journals and perform timely follow up.
• Participate fully in sales initiatives outlined in the special library sales calendar, including active participation in the training and recap sessions.
• Prepare written presentations, reports, and price quotations as required to promote sales within the channel.
• Continually update product knowledge of the core product group sold by this team: law online resources, medical online resources, and journals to improve selling skills and maximize sales.
• Conduct research, analyze information, and use computational skills to determine accurate price quotations.
• Log all activity in Salesforce database and help to grow and maintain the Salesforce database of customer contacts.

Job Requirements:

• 2-3 years of sales experience.
• Excellent communication, organization, and Microsoft Office skills--particularly in Excel including basic formulas and pivot tables, are required.
• Must be able to prioritize and meet deadlines.
• A strong desire to become a top-notch sales producer, and willingness to learn.
• A confident communicator with the ability to interact with colleagues and customers at all levels.
• Excellent attention to detail and strong numeracy skills – e.g. for the preparation of complex quotations.

Bachelor’s degree highly recommended but not required. Candidate must have excellent verbal and written communication skills and be proficient in customer communications. The successful candidate will also be highly organized, detail-oriented, and possess a keen interest in providing excellent customer service. The candidate must be a team player and be willing to travel when needed.

Salary dependent on skills and experience.

In addition to a competitive base salary, this position offers the opportunity to earn performance-based bonus.

We are committed to supporting diversity in our workforce, and ensuring an inclusive environment where all individuals can thrive.

We seek to employ a workforce representative of the markets that we serve and encourage applications from all.

Job Category: Sales & Business Development