Special Sales Manager
The Special Sales Manager is responsible for IPG's overall sales to specialty accounts.
The Manager supervises the in-house special sales team and the independent gift sales representatives working in the field. Additionally, the Manager has direct account management responsibility for selling to assigned accounts, primarily specialty accounts such as wholesalers, mail order catalogs, specialty retailers, museum stores, and gift stores. The Manager has responsibility for IPG's presence in trade/gift shows in this market and works closely with client publishers and distribution program directors to help position their titles for maximum sales in this channel.
Success in this position will be achieved through demonstrating initiative with sales efforts, including prospecting for new business; building positive and productive relationships with buyers and accounts that lead to long term success; managing a dynamic and responsive sales team; and achieving sales goals and other key metrics established by the Vice President, Sales.
Responsibilities and Duties:
- Sell to assigned specialty accounts, meeting or exceeding sales goals and growth objectives.
- Manage the in-house special sales team.
- Actively manage gift sales representatives and other independent specialty reps working in the field.
- Create a seasonal gift catalog that showcases the high quality and wide variety of IPG's offerings for this market, giving the sales reps a top-notch selling tool ultimately leading to sales increases in this market.
- Create specific sales materials as needed to support sales efforts, including specialty catalogs, bestseller lists, sales reports, stock reports, and marketing emails.
- Represent the company at specialty trade shows and seasonal gift shows. Travel to sales rep meetings/conferences as required.
- Develop and execute sales campaigns that match niche books to specialized accounts. Be creative in taking different approaches to reach the market and achieve success.
- Achieve sales objectives while working within the department's established budget guidelines.
- Regularly report on Key Performance Indicators, such as sales progress versus sales goal, to the manager.
- Bachelor's degree or equivalent professional experience required.
- Minimum five years' experience in the book industry.
- Minimum five years of sales management experience, book industry experience preferred.
- Clear written and oral communications.
- A proven ability to cultivate and maintain business relationships.
- Leadership traits, including the ability to manage multiple projects simultaneously, delegate to team members, establish goals, meet deadlines, and follow up with performance assessments.
- High level of MS Office proficiency required, especially in Excel.
- Candidate must be able to work remotely temporarily due to COVID-19. This includes a dedicated workspace and access to reliable internet.
- Physical abilities: Must be able to sit or stand for long periods of time in an office environment.
- Seasonal travel to account and conference/trade shows. Approximately 15-30% of the year.