Duke University was created in 1924 through an indenture of trust by James Buchanan Duke. Today, Duke is regarded as one of America’s leading research universities. Located in Durham, North Carolina, Duke is positioned in the heart of the Research Triangle, which is ranked annually as one of the best places in the country to work and live. Duke has more than 15,000 students who study and conduct research in its 10 undergraduate, graduate and professional schools. With about 40,000 employees, Duke is the third largest private employer in North Carolina, and it now has international programs in more than 150 countries.
Duke University Press (DUP) seeks a Library Sales Manager to build and maintain strong relationships with North American libraries in pursuit of our mission, which is to ensure that our cutting-edge scholarship reaches as wide an audience as possible.
As a not-for-profit academic publisher, we balance our dedication to broad dissemination with the need for financial sustainability. To fully achieve this goal, we need a sales manager who can help build relationships and extend our reach by selling to academic libraries.
Candidates should have exceptional communication and customer service skills. Experience working with libraries, consortia and sales agents is preferred. The ideal candidate will have 3-5 years of experience selling scholarly research content to the academic market. This is a non-commission sales position.
If you’re interested in this opportunity please submit the University-required electronic application, including your résumé and cover letter, before close of the position at Noon on Wednesday, August 4, 2021.
Relationship Development and Product Sales
- Annually, in conjunction with department managers, establish sales plans and strategies for North America to accomplish established goals
- Identify sales opportunities & determine target areas
- Recommend sales goals to meet revenue projections
- Plan and implement sales strategy to achieve established sales goals
- Direct outreach to prospective and current customers for new sales and product upgrades
- Negotiate sales terms, including custom consortium deals; prepare pricing proposals
- Track and report sales efforts and results in sales system; report progress monthly
- Coordinate fulfillment of sales with internal Customer Relations team
- Maintain sales relationships
Sales Strategy and Revenue Forecasting
Identify opportunities for new sales utilizing product and territory/market knowledgeEstablish and achieve annual revenue goals by productCollaborate with marketing and sales teams for support and campaign development; develop and maintain sales pipelineServe as internal expert on product knowledge, sales database, and access control systems to ensure customer satisfaction Consortium Partner Management
Manage development and distribution of accountsIdentify optimal consortium partners, negotiate, and secure representation; assess and renegotiate existing arrangementsConduct regular communication with consortia; receive status reports and provide customer data and promotional materials customized by partner
- Maintain & develop relationships with institution and consortium customers
- Manage escalated customer issues involving high priority, high-risk, or high value libraries or consortia
- Maintain prospect and retention for library sales information within customer relationship management (CRM) system
Duke University Press presence at Library Meetings
- Serve as DUP representative at library and consortium conferences
- Attend relevant panels to increase awareness of library trends and concerns; pursue opportunities to participate in working groups or committees & to increase visibility of DUP and DUP products
- Establish wide industry network to actively seek market intelligence; share relevant information with internal DUP sales, marketing & product development teams
- Serve on Press-wide or divisional committees as needed
Department-Preferred Skills & Experience: 3 years of sales experience; Required 20% travel (mostly domestic); Project Management skills; Strong verbal and written communication skills; Excellent team, interpersonal, and relationship-building skills; Negotiation and diplomacy skills; Sales tracking system (CRM) experience; Intermediate Excel; Proficiency with MS Office (Word, PowerPoint).
Work requires communications and marketing skills normally acquired through a bachelor's degree in a related field.
Work generally requires two years related experience in advertising, marketing, media, promotions, graphic arts or public relations. OR AN EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE
Duke is an Affirmative Action/Equal Opportunity Employer committed to providing employment opportunity without regard to an individual's age, color, disability, gender, gender expression, gender identity, genetic information, national origin, race, religion, sex, sexual orientation, or veteran status.
Duke aspires to create a community built on collaboration, innovation, creativity, and belonging. Our collective success depends on the robust exchange of ideas—an exchange that is best when the rich diversity of our perspectives, backgrounds, and experiences flourishes. To achieve this exchange, it is essential that all members of the community feel secure and welcome, that the contributions of all individuals are respected, and that all voices are heard. All members of our community have a responsibility to uphold these values.
Essential Physical Job Functions: Certain jobs at Duke University and Duke University Health System may include essentialjob functions that require specific physical and/or mental abilities. Additional information and provision for requests for reasonable accommodation will be provided by each hiring department.