Special Library Sales Rep

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As the world's largest university press, Oxford University Press combines 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. If you share that passion, you may be an ideal fit for us.

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.

The person in this role will manage special library accounts including corporations, pharma, government, and hospitals by working to renew current journals collections, create new journals collections, close database subscriptions and perpetual access sales throughout the United States and Canada. To accomplish these goals this person will 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. The person in this role is expected to be responsive to requests from any account and willing to reach out to special libraries outside their primary accounts. The goal is to develop excellent relationships to maintain a pipeline while closing sales and renewing journals.

This person will work closely with other members of the Special Libraries Sales team to work toward the overall sales goals. This role will be responsible for renewals, upselling opportunities, and new customer prospecting and acquisition with some shared team goals and some individual goals. Must be a collaborator- willing to work collaboratively with other team members to plan, prospect, and discuss tactics.

The person in this role is expected to develop the product knowledge, systems expertise, and overall expertise to achieve overall sales goals.

• Maintain quarterly contact with at least 150 library accounts.
• Work with journals collection subscribers to renew collections annually. This responsibility requires 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 when needed. In a typical year this person will attend two or three conferences.
• Provide timely assistance when any special library sales account requires help. The person in this role will seek help from other departments when necessary or answer questions directly when appropriate.
• This role will work collaboratively as a team member to achieve account revenue objectives for renewals, new customer goals, and upselling goals and 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.
• Partnering 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 and generating trials to all online products and journals and perform timely follow up.
• Participate fully in sales initiatives outlined in the special library sales calendar, including active participation in the 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…