Key Account Sales Manager

Ingram Content Group (ICG) is hiring a Key Account Sales Manager to work with our team in our La Vergne, TN office outside of the Greater Nashville area.This person sells Ingram and Lightning Source print and digital services to existing and prospective book publishing accounts and clients in the content business.  Develops selling and service relationships throughout all levels of the Publisher’s organization.  Works with management to develop scaled sales and marketing strategies and forecast sales targets. Appropriately manages expenses within the market segment of Publisher accounts.  Seeks out and becomes comfortable with all Ingram products and lines of business, web-based systems and other internal software and reporting suites.  Creates meaningful deals with assigned accounts while supporting larger business strategies.  Effectively works with internal and external stakeholders to meet sales and growth targets.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:Bachelor’s degree or directly related year for year experience3 years’ experience in sales, book industry or relatedPreferred Qualifications:Book industry experienceExperience with Salesforce is a plusKey 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.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.Actively seeks new accounts for each publisher facing offering of Ingram Content Group.Works with management to thoroughly evaluate business opportunities as they arise and develop recommendations.Works with management to develop selling strategy for the assigned territory/segment, along with revenue and expense goals, and reports results against set targets.Understands the competition and provides competitive updates along with new product and service recommendations required for Ingram Content Group to effectively compete in the market.Leads projects for new initiatives related to assigned publishers to ensure accurate and timely implementation; works across the Ingram organization to manage the process and hold internal associations accountable for meeting agreed upon client commitments.Thoroughly researches client issues/challenges to ensure accurate diagnosis of the problem, works with internal team to develop options for resolution, provides recommendation for resolution that meets client’s objectives and ensures implementation of resolution.Represents Ingram Content Group and its expertise in the marketplace via conferences, presentations, speaking engagements and association involvement.Works with management to conduct periodic business reviews with each publisher highlighting their entire relationship with Ingram Content Group.Meets or exceed budget goals.Hiring Salary Range: $72,895k - $92,168k  This range represents the anticipated low and high end of the salary for this position. It will be determined by factors including but not limited to:  the applicant’s education, experience, knowledge, skills, and abilities, geographic location, as well as internal equity and alignment with market data.