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Sales Manager
HarperCollins
Nashville, TN, United States
Job Details - this job has expired, please see similar jobs below
Overview
HarperCollins Christian Publishing seeks an organized Sales Manager who, in addition to selling, excels at project management and business development.
In this hybrid role, the Sales Manager will have direct account sales responsibility with major retailers such as Meijers, Sam’s, Kroger, Shopko, and BJ’s. They will also work with the distributors that provide our products through merchandising services to these major accounts. The Sales Manager will have annual sales expectations.
The Sales Manager will develop, oversee, and create a long-term strategy for a corporate-wide spinner rack program. How can we expand our footprint in places where space might be limited? We believe the use of spinner racks is just one such answer and we need someone to own this program. Are you up for the challenge?
Essential Responsibilities:
Account Sales:
• Managing product manager relationships.
• Create and make sales presentations to assigned accounts.
• Provide accurate and timely product forecasting.
• Aggressively control the inventory within assigned accounts.
• Constantly monitor and review POS data to identify sales trends.
• Manage Co-op and advertising expenses for all assigned accounts.
Spinner Rack Program:
• In collaboration with our production team, standardize the design of the physical racks.
• Create sales materials (brochures and marketing information) for the individual Sales Reps. to use in their sales presentations.
• Develop planograms for the different racks based on retailer placement and feedback.
• Select product to be used as “pre-pack assortments” designed for a variety of business types.
• Monitor and analyze the sales of product and select items to replace slower moving items. Supply this data to the Sales Reps. to assist with their individual account management.
• Work with the individual publishers and our custom sales team to design the product needed to grow our spinner rack revenue.
• Create seasonal assortments of product for retailers.
Qualifications
Knowledge:Working knowledge of book sales is required. Knowledge of HCCP product is desired with an emphasis on kids and gift product a plus. Understanding of Inventory management from a retail perspective is also desirable.
Work Experience:3 – 5 years experience calling on large, national accounts and distributors highly desired. Experience as a retail buyer in a mass market environment is also helpful. Have any experience developing new business opportunities? We’ll take that too!
Education:Associates degree required. Equivalent work experience may be considered in lieu of degree.
Industry Knowledge:The ideal candidate will have a complete understanding of the publishing process as it relates to sales. This includes understanding of the retailer “presentation cycles” and any retailer specific purchasing processes. Understanding of retail space allocation (planograms) is also desired.
Skills:
• Intermediate to advanced computer skills with the ability to learn new systems with ease.
• Strong analytical mind. Able to analyze large amounts of data to reach sound business decisions.
• Persuasive communicator in both written and verbal formats. Ability to influence others.
• Advanced presentation skills are a must.
• Ability to read your buyer and anticipate their needs.
• Strong closer who can recognize and overcome objections and make the sale.
Additional Skills:
• Collaborative
• Takes responsibility
• Shows initiative
• Able to draw conclusions based on both data and instinct
• Entrepreneurial spirit and a touch of creativity
HarperCollins Christian Publishing is an Equal Opportunity Employer.