Collection Development Manager (YBP Library Services)
A Baker & Taylor Company
Responsible for maintaining and expanding current customer base by identifying and selling all academic products and services offered by the Company within an assigned geographic territory. Through a consultative sales process, provide library workflow solutions designed to increase library efficiency, retain current sales, generate and pursue new business opportunities, and build customer loyalty. This is a field-based position.
Essential Duties and Responsibilities
§ Identify new sales opportunities, while retaining current business, within existing accounts while maintaining profitability goals that meet or exceed territorial sales goals established by sales management. Meet individual and team sales goals for specific product lines.
§ Sell products and services by establishing contacts and developing strong relationships with prospects; recommend product and service solutions. Maintain relationships with customer by providing support, information, and guidance; researching and recommending new opportunities; recommending product and service improvements.
§ Evaluate workflow solutions to increase library efficiency where Company services can help address needs. Acts as a consultant with regard to workflow improvements in the library.
§ Supervise Collection Development process between vendor and Library customer. Create and maintain approval book and slip plans.
§ Create, implement and manage the appropriate sales process utilizing internal resources including Customer Relationship Management software. Responsible for proficiency on all Company ordering, technical service and Collection Development applications and interfaces.
§ Prepare reports and make recommendations (such as discounts) by collecting, analyzing, and summarizing information.
§ Work closely with Customer Service Bibliographer to assure customer profile reflects true collection requirements. Maintain professional and technical knowledge of industry.
§ Communicates and interacts with multiple departments and business units (Operations, I/S, Distribution, Continuations, Customer Service, Digital Team, Publisher Relations, Human Resources, Technical Services, Senior Management, Accounting) to ensure adherence to customer requirements.
§ Develop new or improved products or service by remaining current on industry trends, market activities, and competitors.
§ Completes required territorial reporting such as, but not limited to, sales call reports, competitor data, and territorial strategy and expense reports on a weekly basis.
Position requires overnight travel, including occasional weekends. Overall travel is estimated at 50%. Valid driver’s license required.
§ Bachelor’s Degree (MLS degree preferred). Five years experience in library or publisher industry, or equivalent combination of education and experience.
§ Proven track record of sales success, preferably to scholarly libraries.
§ Specific knowledge of library technical services, publishing, Integrated Library Systems, Company interfaces options and other bibliographic databases.
§ Excellent communications skills, oral and written, and public speaking experience.
§ Effective presentation skills, Microsoft Office suite (Word, Excel, PowerPoint, Outlook) and CRM software (Salesforce.com preferred).
§ Self motivated, well organized, detail oriented, adaptive and creative, and thrives in a fast-paced environment
§ Ability to read, analyze, and interpret financial reports. Ability to respond to common inquiries from customers or members of the business community and effectively present information to management and public groups.
§ Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists and interpret instructions furnished in written, oral, diagram, or schedule form.
apply Online at: www.baker-Taylor.com. Scroll to the Bottom of the page and click on The “careers” section.