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Publishing Events is sponsored by the Association of American Publishers, the leading trade association for the U.S. book and journal publishing industry.

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Title: Inside Sales Representative, Trade Sales
Description: Position Overview
The Inside Sales Representative (ISR) is responsible for meeting sales goals and growth objectives for assigned accounts, including bookstores, specialty accounts, and academic/university bookstore accounts. The ISR also works closely with the Trade Sales Manager to perform administrative support duties for the book trade field sales representatives and on developing and executing sales strategies that will increase sales and profitability of these accounts. 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; achieving sales goals established by the Trade Sales Manager; and providing overall administrative support to the sales teams as assigned by the manager.

Responsibilities and Duties
• Sell to established trade retail, specialty, and academic/university bookstore accounts as assigned by the Trade Sales Manager.
• Aggressively pursue new accounts to grow business within the assigned territory/account group. Meet or exceed the annual new account goal assigned by the Trade Sales Manager.
• The sales process will include a significant amount of phone contact with new and prospective accounts (telesales) to support frontlist sales and to follow up with accounts as needed. Weekly and monthly account contact goals will be established.
• Work with the Trade Sales Manager to provide administrative support to the book trade field sales representatives on an as-needed basis to support their sales efforts and maximize field sales results.
• Assist the Manager, Spanish Distribution Program with sales and customer service to selected Spanish focus accounts as well as inquiries or requests from sales colleagues and client publishers related to the Spanish distribution program.
• 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 Trade Sales Manager.
• Utilize CRM software to manage account contacts, including recording sales efforts and initiatives, keeping detailed notes on sales progress.
• Create specific sales materials as needed to support sales efforts, including specialty catalogs, bestseller lists, sales reports, stock reports, and marketing emails.

Requirements: Qualifications
• Minimum education requirement: Bachelor’s degree.
• Minimum two years of sales experience, some book industry experience preferred.
• Spanish - English bilingual skills.
• Clear written and oral communications.
• Ability to manage multiple projects simultaneously, initiate sales calls, and achieve sales goals.
• High level of MS Office proficiency preferred, especially in Excel. Experience with MS Dynamics CRM helpful but not required.
• Physical abilities: Ability to sit and stand for prolonged periods of time in an office environment and during travel to trade shows.
• Some travel may be required: approximately 5% - 10% of the year, usually to visit key accounts and trade shows.

Location: River North, Chicago, IL
How To Apply For This Job: Please send a cover letter with salary requirements and resume to Jessie Jonik at
Date Posted: 10/3/2018

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