LIBRARY SALES MANAGER, DUKE UNIVERSITY PRESS

Employer
Duke University
Location
Duke Univ. Press-Sales,Marketing & Finan
Closing date
Oct 22, 2021

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Academic Affairs, International Programs, Librarians & Library Services, Publishing & Presses
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Job Details

Duke University:

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

  • Communication
    • 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).

    Minimum Qualifications

    Education

    Work requires communications and marketing skills normally acquired through a bachelor's degree in a related field.

    Experience

    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.

    Organization

    Read our Diversity Profile History

    Duke University was created in 1924 by James Buchanan Duke as a memorial to his father, Washington Duke. The Dukes, a Durham family that built a worldwide financial empire in the manufacture of tobacco products and developed electricity production in the Carolinas, long had been interested in Trinity College. Trinity traced its roots to 1838 in nearby Randolph County when local Methodist and Quaker communities opened Union Institute. The school, then named Trinity College, moved to Durham in 1892, where Benjamin Newton Duke served as a primary benefactor and link with the Duke family until his death in 1929. In December 1924, the provisions of indenture by Benjamin’s brother, James B. Duke, created the family philanthropic foundation, The Duke Endowment, which provided for the expansion of Trinity College into Duke University.Duke Campus

    As a result of the Duke gift, Trinity underwent both physical and academic expansion. The original Durham campus became known as East Campus when it was rebuilt in stately Georgian architecture. West Campus, Gothic in style and dominated by the soaring 210-foot tower of Duke Chapel, opened in 1930. East Campus served as home of the Woman's College of Duke University until 1972, when the men's and women's undergraduate colleges merged. Both men and women undergraduates now enroll in either the Trinity College of Arts & Sciences or the Pratt School of Engineering. In 1995, East Campus became the home for all first-year students.

    Duke maintains a historic affiliation with the United Methodist Church.

    Home of the Blue Devils, Duke University has about 13,000 undergraduate and graduate students and a world-class faculty helping to expand the frontiers of knowledge. The university has a strong commitment to applying knowledge in service to society, both near its North Carolina campus and around the world.

    Mission Statement

    Duke Science"James B. Duke's founding Indenture of Duke University directed the members of the University to 'provide real leadership in the educational world' by choosing individuals of 'outstanding character, ability, and vision' to serve as its officers, trustees and faculty; by carefully selecting students of 'character, determination and application;' and by pursuing those areas of teaching and scholarship that would 'most help to develop our resources, increase our wisdom, and promote human happiness.'

    “To these ends, the mission of Duke University is to provide a superior liberal education to undergraduate students, attending not only to their intellectual growth but also to their development as adults committed to high ethical standards and full participation as leaders in their communities; to prepare future members of the learned professions for lives of skilled and ethical service by providing excellent graduate and professional education; to advance the frontiers of knowledge and contribute boldly to the international community of scholarship; to promote an intellectual environment built on a commitment to free and open inquiry; to help those who suffer, cure disease, and promote health, through sophisticated medical research and thoughtful patient care; to provide wide ranging educational opportunities, on and beyond our campuses, for traditional students, active professionals and life-long learners using the power of information technologies; and to promote a deep appreciation for the range of human difference and potential, a sense of the obligations and rewards of citizenship, and a commitment to learning, freedom and truth.Duke Meeting

     “By pursuing these objectives with vision and integrity, Duke University seeks to engage the mind, elevate the spirit, and stimulate the best effort of all who are associated with the University; to contribute in diverse ways to the local community, the state, the nation and the world; and to attain and maintain a place of real leadership in all that we do.”

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