Digital Collections Sales Manager

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  • Digital Collections Sales Manager
    Marketing and Sales Group

    As a not-for-profit publisher, Duke University Press balances our dedication to broad dissemination with the need for sustainability. To fully achieve this goal, we need a sales manager to build relationships and extend our reach globally by selling to academic libraries, and by maintaining strong relationships with diverse partners.

    The ideal candidate possesses exceptional sales and negotiation skills as well as diplomacy; is energized by working with people from various cultures and can adjust communication styles as needed to best engage with potential purchasers; and is capable of navigating complex organizational structures between libraries, consortia and sales agents. Responsibilities include domestic and international travel, so strong organizational skills are needed to effectively manage time by scheduling meetings, networking, and seeking industry knowledge.

    The Digital Collections Sales Manager is responsible for increasing direct and indirect subscription revenue and circulation, with a focus on acquiring new business. DC Sales Manager communicates directly with libraries, consortia and sales agents and represents DUP products to current and potential customers. DC Sales Manager prepares and presents regular pipeline reports for new sales opportunities to internal teams and meets annual sales goals, as set by department managers.

    Position closes on 02/10/2017. Please apply for requisition number 401211084.

  • Job Description:

    • A. In conjunction with department managers, establish annual sales plans and strategies to accomplish established goals
    • A1. Work with Library Relations team to review current holdings and market knowledge to identify sales opportunities; determine target areas
    • A2. Recommend sales goals to department managers for revenue projections
    • A3. Plan and implement sales strategy to achieve established sales goals
    • A4. Direct outreach to prospective and current customers for new sales and product upgrades
    • A5. Negotiate sales terms, including custom consortium deals; prepare pricing proposals
    • A6. Track and report sales efforts and results in sales system; report monthly to department managers and team. Serve as a super-user for the sales system; liaise with Sales and Marketing Research Coordinator regarding maintenance and development of database
    • A7.Maintain sales relationships through regular customer contact
    • B. Represent DUP at professional and library conferences
    • B1a. Serve as DUP representative at library and consortium conferences; one-on-one meetings with library consortia and vendors; arrange institutional site visits
    • B1b. Prioritize follow up with a focus on providing additional information and responding to direct questions
    • B1c. Compile and document notes and customer information to share internally and for entry into the sales system
    • B2. Increase awareness of library trends and concerns by attending relevant panels; participate in industry working groups or committees
    • B3. Increase visibility of DUP and DUP products by seek out panel participation & speaking opportunities
    • B3a. Work with departmental teams to create consistent branding for presentations
    • B4. Establish wide industry network to actively seek market intelligence and competitor activity
    • C. Sales Agent Management
    • C1. Maintain ongoing relationships with current sales agent partners; follow up regularly to assess status & effectiveness of partner sales efforts
    • C2. Make recommendations for renewal or discontinuation of existing partnerships
  • Education/Training

    • Education/Training

    • Work requires knowledge of basic grammar, math and clerical principles normally acquired through a high school education.
  • Experience

    • Skills

    • Estimated 20% travel
    • Project management skills
    • Strong verbal and written communication skills
    • Excellent team, interpersonal, and relationship-building skills
    • Negotiation and diplomacy skills
    • Intermediate Excel
    • Sales tracking system experience
    • Project Management
    • Proficiency with MS Office (Word, PowerPoint)

Contact Us

  • Duke University Press
  • 905 W. Main St. Ste 18-B
  • Durham, NC 27701
  • U.S. phone (toll-free): 888-651-0122
  • International: 1-919-688-5134