Role overview

Oxford University Press (OUP) is the world's largest university press, combining global reach with a deep understanding of local audiences. We are committed to publishing serious non-fiction and partnering with authors whose authority, insight, and originality illuminate the issues that shape public discourse. With a presence in more than 50 countries and millions of customers worldwide, OUP publishes books that inform debate, illuminate the past, and help shape the future. An idea championed at OUP can have truly global impact.

This role will manage special library accounts, including corporations, pharma, government, and hospitals. The primary focus is on renewing current journals collections, creating new journals collections, and closing database subscriptions and perpetual access sales throughout the United States and Canada.

Responsibilities

Maintain regular contact with at least 150 to 180 special libraries, including all special libraries with journal collections.
Methods of contact include phone calls, emails, customer visits, and conferences.
Be responsive to requests from any account and willing to reach out to special libraries outside of primary accounts.
Develop excellent relationships to maintain a pipeline while closing sales and renewing journals.
Work closely with other members of the Special Libraries Sales team to achieve overall sales goals.
Manage renewals, identify upselling opportunities, and prospect for new customer acquisition, with a mix of shared team goals and individual goals.
Collaborate with other team members to plan, prospect, and discuss tactics.
Develop product knowledge, systems expertise, and overall expertise to achieve sales goals.
Maintain quarterly contact with at least 150 library accounts.
Work with journals collection subscribers to renew collections annually, requiring negotiation skills, attention to detail, patience, and persistence.
Maintain consistent contact with main accounts to develop opportunities, sell databases, and create new journals collections.
Visit at least three accounts per year and attend conferences as needed (typically two or three per year).
Provide timely assistance to special library sales accounts.
Seek help from other departments when necessary or answer questions directly when appropriate.
Work collaboratively as a team member to achieve account revenue objectives for renewals, new customer goals, and upselling goals.
Help to grow and maintain the SFDC electronic database of customer contacts.
Prepare quotes for journals and online products.
Prepare materials for sales campaigns.
Facilitate quick delivery of information to customers regarding invoicing or access questions.
Partner with the Special Libraries Sales Manager to establish target account lists and work collaboratively to achieve revenue goals.
Actively prospect for new account opportunities by mining data from a variety of sources, including new journals joining OUP.
Develop leads into new accounts by initiating contact, generating trials for all online products and journals, and performing timely follow-up.
Participate fully in sales initiatives outlined in the special library sales calendar, including active participation in training and recap sessions.
Prepare written presentations, reports, and price quotations as required to promote sales within the channel.
Continually update product knowledge of the core product group sold by this team: law online resources, medical online resources, and journals, to improve selling skills and maximize sales.
Conduct research, analyze information, and use computational skills to determine accurate price quotations.
Log all activity in Salesforce database and help to grow and maintain the Salesforce database of customer contacts.

Requirements

2-3 years of sales experience.
Excellent communication, organization, and Microsoft Office skills, particularly in Excel including basic formulas and pivot tables.
Ability to prioritize and meet deadlines.
A strong desire to become a top-notch sales producer and willingness to learn.
A confident communicator with the ability to interact with colleagues and customers at all levels.
Excellent attention to detail and strong numeracy skills for the preparation of complex quotations.
Bachelor’s degree highly recommended but not required.
Excellent verbal and written communication skills and proficiency in customer communications.
Highly organized and detail-oriented with a keen interest in providing excellent customer service.
A team player willing to travel when needed.

Compensation and Benefits

Salary dependent on skills and experience.
In addition to a competitive base salary, this position offers the opportunity to earn performance-based bonus.

Special Library Sales Rep

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Job Description

Role overview

Responsibilities

Requirements

Compensation and Benefits