Coutts Information Services, a division of Ingram Library Services, is a full-service supplier of books and electronic content, primarily focused on academic libraries. We partner with publishers, small presses, institutions, and associations to find everything you need. OASIS™ (Online Acquisition and Selection Information Services) is the user interface to Coutts' bibliographic database of five million records and the gateway to our suite of services for librarians, including customized approval orders, new title notification plans, and sourcing out-of-print books.
Coutts is seeking a team oriented, flexible, and service-oriented individual for the position of Area Manager. The successful candidate will be a self starter with the ability to work as part of a dynamic team. Applicants should be detail oriented while possessing strong oral, written and interpersonal skills.
Job Summary
Calls on existing and potential academic library customers within territory. Achieves and exceeds established sales and company profitability goals, positioning ICG Library Services as the premier provider in all media (print, AV, and digital) and the value added services supplier to libraries. Interacts extensively with other ICG departments to ensure customer satisfaction, to maintain and enhance current knowledge regarding all ICG Library Services programs and services, and to share customer requirements and market trends.
Essential Duties
- Grows profitable territory sales with attention to improving and maintaining after freight margin.
- Manages territorry to ensure efficient use of the company’s resources and associate’s time while maximizing potential number of personal customer contacts.
- Prospects and establish new business relationships promoting ICG programs and services.
- Attends relevant library association conferences and presents ICG Library Services products and services.
- Develops existing relationships and opportunities through responsive customer contact and participation in industry events, entertainment opportunities and other networking venues.
- Gives input and feedback for all respective territory RFPs (request for proposal) and formal bid responses and includes customer requirements, competitor information and trends, and potential bidding strategies.
- Negotiates discount/freight terms for new pricing agreements and existing pricing agreement renewals.
- Maintains comprehensive knowledge of ICG Library Services products/services, competitor products/services advantages and changes in library market.
- Reports industry trends, market requirements, customer needs and competitor developments to management.
Knowledge, Skills and Abilities
- Ability to meet deadlines and key deliverables
- Decision making skills
- Ability to leverage technology
- Oral and written communication skills
- Presentation skills
- Attention to detail
- Negotiation skills
- Personal computing skills including PC applications (Excel, Word, Access and Project)
- Knowledge of library automation systems
- Knowledge of MARC, LC, and Dewey classification schemes
- Customer service skills
- Ability to multi-task
- Organizational skills
- Critical thinking skills
- Knowledge of principles and methods for promoting and selling products or services, including marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
- Problem solving skills
- Interpersonal skills
Education and Experience
- High School Diploma or GED required; College degree or diploma preferred
- 3 years experience in the Academic Library market preferred
- 5 years field sales experience
To apply for this exciting opportunity please submit a detailed cover letter and resume to: humanresourcesUS@couttsinfo.com.
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