Inside Sales Associate - Schiffer Publishing : Job Details

The Inside Sales Associate is an office based (with hybrid potential) member of the sales team who sells the publications we create to both retailers and wholesalers through researched leads and creating outbound contacts to develop sales. The primary duties include developing and maintaining customer relationships through outreach to existing customers as well as identifying markets for new publications. The person in this role will understand customers' needs, and identify new sales opportunities through research, calls, emails, and digital outreach to both prospects and existing customers to develop the accounts. Using an opportunistic approach and creatively researching and connecting with customers is essential to successfully match their needs with our publications. Additional support for the other members of the sales team through research, planning, and special projects for both domestic and international sales development is expected. Using a Socratic sales approach to ask and understand needs for a successful release of new publications based on market fit as well as clearly answer customers questions is essential.

Roles and Responsibilities

• Proactive and opportunistic approach to finding new customers for new and current publications
• Maintain existing customers by presenting all related titles and conducting account analysis as required
• Detailed research and outreach to new leads for retailers and wholesalers across wide range of customer types and geographies
• Leverage and research database of existing customers to develop opportunities
• Research new leads from authors and other contacts to develop leads
• Strong communication skills and etiquette both written and spoken
• Maintain, develop, and improve databases of contacts
• Timely and accurate follow up to develop customers and maintain trust
• Upselling and finding greater opportunities for success
• Understanding of industry trends, competitors, and competitive publications
• Meet and exceed quarterly and annual sales targets
• Develop meaningful relationships with the buyers and purchasing contacts
• Support the retailers who sell all subjects covered by the range of the Schiffer family of imprints
• Expand the sales volume by targeting and developing new customers
• Provide regular candid feedback on title presentations, current and developing trends within the territory, SWOT analysis of customer base
• Collaborate with the in-office sales and customer service teams to ensure a good customer experience
• Provide monthly reports on the state of the book of business
• Respond to inquiries from both internal and external contacts
• Represent the company at regional trade shows and other events as needed
• Additional duties and special projects as assigned

Preferred Skills

• Familiarity with the illustrated book market
• Must be extremely organized and detail-oriented, and have superior verbal and written communication skills
• Must be a self-starter with the ability to work with a minimum of day-to-day supervision
• Must be willing and able to work in an office environment

Qualifications and Education Requirements

• College degree or equivalent and/or sales experience
• 2-3 years sales or publishing experience
• Proficient in Edelweiss, Google Docs, Microsoft Office