Sales Specialist

Job Description
is hiring a Sales Specialist to contribute to our Library Team in LaVergne, TN just outside Nashville. The Sales Specialist manages library relationships in a multi-state territory. You’ll position Ingram as the premier provider of all media and value-added services to libraries and achieve or exceed established territory revenue goals. Additionally, you will train library staff to use Ingram systems and respond to customer requests via email and video conferencing. Finally, you’ll represent Ingram at state and local shows as required.
Ingram Content Group (“Ingram”)connects people with content in all forms. Providing comprehensive services for publishers, retailers, libraries, and educators, Ingram makes these services seamless and accessible through technology, innovation, and creativity. With an expansive global network of offices and facilities, Ingram’s services include digital and physical book distribution, print-on-demand, and digital learning.
Required Qualifications:
HS Diploma or GED
2 years of related book-selling experience
Preferred Qualifications:
College degree
Prior experience with Salesforce or another CRM
Prior B2B selling experience
Key Responsibilities:
Profitably sells the company’s products, services and related materials to libraries in the assigned territory through web meetings, phone calls, email and occasional on-site visits.
Establishes, develops and maintains positive business relationships with customers and new prospects.
Attends state and local conferences to present ILS products and services.
Gives input and feedback for all respective territory RFPs (request for proposal) and formal bid responses and includes customer requirements, competitor information, trends, and potential bidding strategies in a timely manner.
Participates in the management of annual budgets and strategic sales plans for the assigned territory.
Educates the customer in what (and how) ILS offers Collection Development, Cataloging/Processing and Opening Day Collection services (CD, C&
P, ODC) assisting the library streamline these processes.
Assesses library workflows and make recommendations to improve customer efficiency and further engage the customer with ILS products and services.
Negotiates discount/freight terms for new pricing agreements and existing pricing agreement renewals with an eye on profitability and margins.
Maintains comprehensive knowledge of ILS products/services, competitor products/services advantages and changes in library market.
Reports territory market requirements, customer needs and competitor developments to management.
Utilizes Salesforce CRM to document information and all interactions with customers and prospects.
Creates and delivers presentations on ILS products and services in web meetings, at site visits and at conferences.