Key Account Sales Manager

Job Description
is hiring a Key Account Sales Managers to contribute to our Lightning Source (LSI) Sales team. This person will be based in our La Vergne (Greater Nashville area) office.
In this role, the Key Account Sales Manager sells ICG print services to existing and prospective book publishing accounts and clients in the content business. They develop solution-based selling and service relationships throughout all levels of the Publisher’s organization. Managed accounts will range from mid-to-large sized independent, religious, academic, higher education, and trade publishers and will require coordination with counterparts in the UK and Australia. They’ll work with management to develop and forecast sales targets and appropriately manage expenses. This person is expected to seek out and become comfortable with conference speaking, web-based presentations and other networking and selling activities. Finally, they effectively work with internal and external stakeholders to meet sales and growth targets. The ideal candidate will be a proven sales professional with a hunter’s mindset, and strong connections within the book industry.
Do you have experience working with publishers? Have a passion for helping publishers be successful?
At Ingram, our publisher-facing business offers more than just traditional wholesale services. It offers fully integrated and relevant solutions for client publishers. Comprised of book printing, digital book, distribution, publishing sales and marketing services, this part of Ingram’s business helps publishers discover more ways to sell content in markets across the globe. Based in the Nashville area, New York, Berkeley and other locations, our teams are collaborative, innovative, dynamic, and passionate about the business.
The world is reading, and it is our goal to connect as many people to the content they want in the simplest ways. If you share that passion, enjoy working in a fast-paced environment and want to contribute to a strategic part of the business that is evolving and expanding, we can’t wait to meet you!
Required Qualifications:
Bachelor’s degree or year for year experience
3 years’ experience in sales, book industry or related experience
Preferred Skills:
Proven success in a sales role
Experience prospecting, cold calling, and upselling accounts
Knowledgeable in using data to drive sales
Book industry experience, preferably working for a publisher
Experience using Salesforce
Experience using BookScan/Circana
Key Responsibilities:
Works with ICG Product, IT and Finance teams where appropriate to develop Publisher solutions that will drive revenue and profit.
Coordinates strategic discussions with publishers regarding the publisher’s current and future print on demand, global fulfillment, distribution and sales needs for all Ingram products.
Works with management to develop and deliver solution-based proposals that address the needs of the publishers through Ingram’s current print offerings or the development of new offerings using Ingram’s core competencies.
Serves as the main salesperson and contact between publishers and Ingram Content Group from contracts, to operations, to relationships.
Gains a full understanding of each publisher’s business and its relationship with Ingram.
Prepare and deliver complex presentations, proposal, quotes and contracts.
Meets or exceed budget goals.