Senior Key Account Sales Manager

Job Description

Job Summary

The Senior Key Account Manager is responsible for managing and developing strategic print on demand relationships with key accounts to maximize print volume and revenues. The Senior Key Account Manager will collaborate across ICG lines of business to deliver print volume growth aligned with organizational goals as well as representing wider Ingram services. This role emphasizes business development, including increasing the number of new print on demand accounts, titles and incremental volumes while building relationships to ensure long-term success. The successful candidate will combine sales expertise with in-depth knowledge of publishing, print-on-demand and supply chain services.

Essential responsibilities are:

• Manage and grow a portfolio of existing global and local key strategic accounts to maximise their value in terms of number of titles submitted and units ordered as agreed in sales budget and forecasts.
• Execute strategic growth plans to approach, secure and close new print on demand business opportunities building tailored print on demand solutions to new prospects focusing on the value of Lightning Source’s services.
• Negotiate pricing and contracts to deadline with reference to the Deal Forms process as appropriate.
• Report regularly on sales performance across Ingram Lightning Source’s range of solutions.
• Provide regular customer and competitor feedback along with conducting market research on prospective targets as required.
• Build and deliver catalogue-specific acquisition strategies using Bookscan and relevant market data.
• Work closely with the global Lightning Source teams to maximise global print on demand opportunities.
• Collaborate with marketing and other teams to create campaigns and materials that support lead generation and conversion, and business growth with existing accounts.
• Deputise for Line Manager as required with regard to management cycle reporting and presentations.
• Represent Ingram’s print and digital services at trade events and bookfairs.
• Deliver channel-specific analysis to enhance print on demand solution selling.
• Any other duties as deemed necessary from time to time and as business needs dictate.
• To be responsible for your own Health and Safety and be aware of factors affecting your colleagues to maintain a safe environment.
• To report any accidents, potential hazards to your Line Manager immediately.

Qualifications (Typical Experience, Typical Education, Knowledge/Skills/Abilities):

Experience:

• 7 – 10 years of sales experience or book/publishing experience

Education:

• College/University degree preferred.

Skills:

• Proven track record in sales role, including conducting field visits with customers.
• Requires sales focused and customer centric approach and possess the ability to receive and provide information in a professional and courteous manner over the phone, via email or in person.
• Flexible and proactive, including flexible approach to work, hours and be adaptable to change are critical attributes.
• Knowledge of the book/publishing industry
• Strong organizational and interpersonal skills / influencing / negotiation skills
• Ability to work effectively as part of a team and develop constructive and cooperative relationships with colleagues.
• Must be able to manage workload efficiently by establishing priorities, be detailed-oriented and possess the ability to operate successfully in a fast-paced environment.
• Ability to meet and maintain performance targets consistently.
• Experience in using CRM for sales forecasting, reporting and pipeline management.

Essential Physical Demands:

• Ability to travel during working week (mostly domestic), 20 days per year.
• Ability to sit at workstation for extended periods of time.
• Ability to work effectively using a personal computer for long periods of time.
• Ability to operate computer equipment, including keyboard and monitor, phone and other necessary office equipment.
• Ability to maintain consistent, punctual and regular attendance at work.
• Ability to maintain full time work schedule during normal company operating hours (8.30-17.00)

Additional Information

Perks/Benefits:

• Competitive salary
• Generous holiday plus Bank Holidays
• Life Assurance
• Company Pension Scheme
• Company Sick Pay Scheme
• Continuous Professional Development and Training Opportunities
• Business Casual dress code, dress down Fridays
• Free onsite parking (Milton Keynes)
• Gym Membership Corporate Discount
• Service Awards
• BUPA Medical
• BUPA Travel
• Quarterly Sales Incentive Plan