• Job Description

  Req#: REGIO004350

  We are the world’s largest university press. We have both a worldwide reach and a personal understanding of local needs, partnering on the ground to adapt publications and resources to meet the individual needs of communities, societies, and countries. We partner with researchers, educators, and technology partners to stay ahead of the changing ways people around the world are accessing and sharing knowledge. With a presence in more than 50 countries and millions of customers around the world, an idea launched at OUP can have a global impact.

  More about OUP

  Advancing Knowledge and Learning

  ABOUT THE ROLE

  Responsible for the sale of OUP products to libraries in a geographical region. The regional sales manager manages a sales team and assigned key accounts in the specified area. A regional sales manager ensures growth in sales and revenue through planning, execution and management of a supportive team, and collaboration with other OUP sales managers to problem solve and innovate.

  Primary Responsibilities, Management:

  • Collaborate with senior management to establish and execute a sales goal for the region
  • Manage an assigned territory and sales team in order to maximize sales revenue and meet or exceed OUP goals
  • Provide annual, quarterly, and monthly sales forecasts for the region
  • Develop specific plans to ensure growth, both long and short-term
  • Assist the Institutional Sales Manager with the planning and implementation of sector sales team meetings on a bi-weekly basis
  • Assist in campaign planning, launch meetings, and mid-campaign reviews.
  • Routinely examine customer account base to identify areas of opportunity for new business, and formulate a plan to capitalize on these opportunities
  • Educate and coach sales team with presentations of strategies, seminars, and regular meetings
  • Ensure sales team is fully compliant with OUP’s anti-bribery and compliance programs, providing individual and team training and support.
  • Ensure sales team maintains KPIs, reviewing quarterly with each team member: including but not limited to meeting sales goals, number of outbound calls, customer visits and proper use of Salesforce.com
  • Hire and train regional sales team members
  • Routine examination of customer account base and communications, to ensure that professional customer relationships are maintained (attending customer visits with team members, reviewing SF.com data)
  • Work with other regional managers and Institutional Sales Manager to collaborate as a single voice with other OUP departments, on behalf of the sales team, in order to ensure timely delivery of marketing materials and appropriate support from other departments including (but not limited to) Customer Service, Credit and Collection, Editorial, Technology, Product Development and Institutional Marketing (particularly in regards to campaign planning)
  • Along with other regional managers and the Regional Sales Director, to represent the interests of the institutional sales team on specific projects and regular cross-functional groups to provide feedback and help shape operations and processes to meet the sales team’s needs
  • Attend pertinent library trade shows, vendor fairs and conferences as needed
  • Review regional expenses and recommend improvements
  • Use analytics, in conjunction with the Sales Operations team, to analyze existing regional sales strategies and develop new opportunities

  Primary Responsibilities, Territory Sales:

  • Achieve sales target for assigned territory.
  • Expand relationships with existing customers to increase sales to accounts within assigned territory
  • Maintain customer accounts and contacts within Salesforce.com
  • Increase incremental sales within territory by maximizing cross-selling and up-selling opportunities
  • Prepare written presentations, reports and price quotes as required to promote sales within assigned territory or at the request of the management team
  • Continually update product knowledge and improve selling skills

  ABOUT YOU

  - Bachelor’s Degree or the equivalent relevant work experience
  - 5 or more years of relevant experience, including sales and sales operations.
  - Experience in publishing industry, especially in library sales is highly desirable
  - Proven record of meeting and exceeding sales quota
  - Excellent communication, organization, recordkeeping, and PC skills required.
  - Supervisory or team lead experience is desirable
  - Ability to prioritize and meet sales budgets and contact requirements.
  - Experience with Internet research and understanding internet terminology.
  - Must also be willing to travel to library conferences and on campus site visits as required or needed.

  BENEFITS

  We care about work/life balance at OUP. We offer 15 days’ vacation time that rises with service, 8 sick days, plus floating holidays, personal days, company holidays, and a 35-hour working week. We are open to discussing flexibility in respect of working hours and the use of technology to support regular remote working, dependent on role. We also have a great variety of active employee networks and societies.

  We care for you and your dependents by offering health, dental, and vision insurance plans to our full-time employees. Each plan has multiple levels of coverage to fit your needs and has a high level of contribution made by OUP. In addition, we offer Employee Assistant Programs for all full-time employees, regardless of whether you elect in health insurance. We also offer life insurance and disability insurance.

  We help make your money go further by providing a non-elective contribution on your behalf to your retirement plan of 7% of your salary and a matching contribution to the retirement plan of 50% on the first 6% of employee contributions on based earnings.

  This role is also eligible for a sales bonus.

  Position Location: This role can be hybrid based out of Cary, NC (2 days a week in office) or remote in the United States.

  GJC Level: M6 (for internal purposes only)

  Salary: $75,600 - $108,000 dependent on skills and experience

  We are committed to supporting diversity in our workforce and ensuring an inclusive environment where all individuals can thrive. We seek to employ a workforce representative of the markets that we serve and encourage applications from all.

  Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

  The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

• About the company

  Oxford University Press is the university press of University of Oxford.

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