Manager, Sales & Client Services, Australia

23 Nov 2024

Vacancy expired!

Job Description

Manager, Sales and Client Services (Australia)

Department: Sales

Supervisor’s Job Title: SVP Content Acquisition International Ingram Content Group, Group Managing Director, Lightning Source

Reports: 1 x Key Account Sales and 2 x Client Service

Job Summary

To manage Ingram Content Group Content Acquisition in the Australian and Oceanic Regions with the support of a team of sales and client service representatives:

Provide leadership and direction to Client Services Team on day-to-day issues and make sound decisions as the situation warrants.

Manages publisher relationships to increase sales and to provide accurate and timely accession of titles received from the publishers.

Content Acquisition – Sales

Lead selling efforts for select key accounts through Key Accounts Sales people, for medium to large-sized accounts/leads including publishers and distributors, in Oceanic Territory.

Manages strategic accounts as assigned

Look to improve and simplify the client customer experience through the coordination of account assignments with Key Accounts, talent management and people development, and improvement in business systems and processes.

To screen deals prior to submission to deal forms list by team and advise on best practice prior to pricing approval; to make line management decisions regarding sales team members: interview, recommend, conduct annual reviews and work with senior management regarding target setting.

To recommend market events for LS attendance and to publicly speak at trade events.

To hit the market revenue sales targets and to collaborate with US, Australia and UK sales groups to maximize US & Australian Dollar, export revenues by hitting new title submission targets and sales targets expressed in value and units printed.

Work closely with UK and US senior management as well as client service teams to deliver Ingram Content Group Publisher facing Services including Lightning Source Print on Demand (POD), and Distribution services to target customers and leads.

Client Services

Supporting the drive for sales growth via effective execution of existing orders and ensuring the team are advising clients appropriately about Ingram’s range of products and services.

Works closely with sales and marketing in the design and rollout of promotions.

Manages Account Representatives, sales support staff and Client Relations Supervisor.

Directing activity, training and capacity-building, and undertaking formal reviews.

Manages client relationships interfacing with other teams based in the UK/US or Australia to communicate and resolve client satisfaction issues.

Ensures workload of the Account Representatives is manageable, effective and prioritized appropriately.

Ensures Account Representatives progress title accession in line with SLAs and client expectations.

Acts as lead interface with Operations Team on behalf of the sales department.

Lead on new projects and service developments to ensure fitness for purpose for exports markets, as appropriate.

Maintain up to date knowledge of full range of Ingram’s products and services.

Any other duties as required in line by senior managers from time to time, and commensurate with role and responsibilities.

Team Management

Manage reporting line within budget, ensuring cost controls and fiscal policies are adhered to

Work as part of the Aus Management team & ROW Content Acquisition Team.

Attend Industry/ Company sales conferences, sales meetings and key account meetings

Agree personal targets and objectives with the SVP

To work with the SVP to set and brief annual targets for individuals and review team and individual objectives, sales against target, and prospects

Assist direct reports in the development of their individual sales, business plans & client service levels

Monitor and evaluate performance by supervising, reviewing, coaching, training and regular meetings

Ensure the sales team hit their annual targets

Ensure client needs are met inter-departmentally

Review recommendations on salaries and bonus structures

Recruit as required

Strategy

Work with the SVP and senior colleagues to agree and implement sales strategy and tactics and appropriate sales and client services structure

Adhere to annual sales budgets for delivering Sales Plan

Deliver strategy with quarterly objectives

Send weekly update to SVP

Marketing

Review and communicate marketing updates, product information and competitor/client feedback

Identify marketing objectives/projects for the region and work with Marketing on their implementation

To recommend market events for attendance

Misc

Any other duties as may be reasonably required from time to time

Ensure that all relevant company and departmental Health, Safety and Environmental policies and procedures are adhered to at all times.

To be responsible for your own Health and Safety and be aware of factors affecting your colleagues in order to maintain a safe environment.

To report any accidents, potential hazards to your Line Manager immediately.

    Qualifications

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

    Experience:

    · At least 10 years’ sales experience ideally in a Business to business market and ideally in the book media/publishing, digital media industries

    Education:

    · Degree educated with post-graduate business degree an advantage

    Skills:

    • Sales and market leadership and development skills.
    • Developed supervisory, people management skills.
    • Ability to manage complex sales and integration projects.
    • Proven business development driven project success.
    • Excellent communication skills; both personally and in with regards to project management.
    • Financial acumen when it comes to sales opportunity and business analysis.
    • Knowledge of export markets for books and book related content.
    • Network of export contacts in the book trade.
    • Technical acumen with regards to bibliographic and metadata.
    • Conversant in technical business practices regarding the international book trade.
    • Requires demonstrable sales focused and customer centric approach
    • Flexible and proactive
    • Must possess effective oral and written communication skills and be computer literate.
    • Must be able to manage workload by establishing priorities; be detail-oriented; and possess the ability to operate successfully within a fast-paced environment.
    • A flexible approach to work, hours and be adaptable to change are critical attributes.

    Essential Physical Demands:

    • Ability to work out of office hours as client time zone needs dictate
    • 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 equipment and other necessary office equipment
    • Ability to travel internationally and locally and be eligible for Visa status as required
    • Overnight international travel will be required

    Additional Information

    Perks/Benefits:

    • Training Opportunities
    • Holiday
    • Bonus

    • ID: #23349430
    • State: South Carolina Dandenongsouth 00000 Dandenongsouth USA
    • City: Dandenongsouth
    • Salary: USD TBD TBD
    • Job type: Full-time
    • Showed: 2021-11-23
    • Deadline: 2022-01-22
    • Category: Et cetera