Senior Key Account Sales Manager (TN)

Job Description

Ingram Content Group (ICG) is hiring two Sr. Key Account Sales Managers to contribute to our Lightning Source (LSI) Sales team.  This person can be based in either our NY or La Vergne (Greater Nashville area) office.  

In this role, the Sr. Key Account Sales Manager sells ICG print and digital services to existing and prospective book publishing accounts and clients in the content business. They develop selling and service relationships throughout all levels of the Publisher’s organization.  It’s their responsibility to develop and forecast sales targets and appropriately manage expenses within the territory.  This person is expected to seek out and become comfortable with conference speaking, web-based presentations and other networking and selling activities.  They also create meaningful deals with large accounts.  In addition, they assume a role of data thought leadership to help soft sell into large, strategic publishers. Finally, they effectively work with internal and external stakeholders to meet sales and growth targets.

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 related sales experience
• 5 years’ experience in book publishing or printing

Preferred Skills:

• Experience using Salesforce
• Strong networking skills
• Experience working with large trade publishers

Key Responsibilities:

• Develops and grows the pipeline of potential ICG accounts: identifying new opportunities while growing sales to existing accounts.
• Understands solution requirements of potential publishing and content customers and recommends relevant suite of applicable Ingram products and services, including both physical and digital offerings.
• Works with ICG Product, IT and Finance teams where appropriate to develop Publisher solutions that will drive revenue and profit.
• Leads strategic discussions with publishers regarding the publisher’s current and future print on demand, global fulfillment, distribution and sales needs for all Ingram products. 
• Develops and delivers solution-based proposals that address the needs of the publishers through Ingram’s current print and digital offerings or the development of new offerings using Ingram’s core competencies.
• Serves as the main salesperson and contact between publishers and every aspect of Ingram Content Group from contracts to operations, to relationships; fully understands each publisher’s business and its relationship with Ingram.
• Prepares and delivers complex presentations, proposals, quotes and contracts.
• Develops selling strategy for the largest LSI accounts – along with revenue and expense goals and reports results against set targets.
• This list is not exhaustive.

Additional Information

Perks/Benefits:

• A highly competitive compensation package with generous benefits beginning first day of employment for Medical/Prescription Drug plans, HSA, Vision, Dental and Health Care FSA.
  • 15 vacation days & 12 sick days accrued annually and 3 personal days
  • 401K match, Life and AD&D, Employee Assistant programs, Group Legal, & more
• Avid reader? Numerous opportunities to engage with books and authors
  • Discounted offers to self-publish with IngramSpark®!
• Encouraged continued education with our tuition reimbursement program
• Financial and in-kind opportunities to engage with non-profits in your community
  • Company match program for United Way donations
  • Volunteer opportunities and in-kind drives for non-profits throughout the year
• Casual Dress Code

The world is reading, and Ingra