LIBRARY RELATIONS AND SALES MANAGER - UC PRESS (HYBRID)

at  University of California Office of the President

POSITION SUMMARY

The Library Relations and Sales Manager plays a major role in the ongoing development and implementation of the Press’s open access strategies and is key to the success of UC Press products that serve librarians, faculty, and students. Reporting to the Deputy Director and Books Publisher, this person works closely with marketing, acquisitions, and fulfillment colleagues in both the books and journals programs to create, develop, implement and manage comprehensive sales strategies, including short and long-range strategic planning, to meet established goals.

Required Qualifications

• Minimum of 8 years of library, sales, or sales management, including at least 3 years in a publishing or library role.
• Advanced knowledge of and demonstrated experience in sales strategies and tactics.
• Knowledge of key trends in open access publishing and scholarly communication. Demonstrated familiarity with library and academic protocols and structures.
• Ability to think strategically in support of long-range forecasting and planning.
• Advanced verbal and written skills, and solid interpersonal and negotiation skills necessary to engage with a range of stakeholders.
• Advanced analytical and research skills. Proven analytical skills to extract pertinent marketing and sales data and prepare statistical and narrative reports.
• Ability to think critically, creatively, and quantitatively about sales objectives. Ability to work well under pressure to reach ambitious goals.
• Budget management skills sufficient to participate in sales planning and budgeting.
• Demonstrated organizational and project management skills.
• Experience maintaining data in complex databases and setting up processes to ensure data hygiene.
• Ability to set up and verify that distributed data reflects contractual agreements and business rules

Preferred Qualifications

• Experience supporting new product launches preferred.
• Experience in scholarly or academic publishing and a strong track-record of building relationships in the academic library community

Education

• Bachelor’s degree in related area and / or equivalent experience / training require

75% Sales Activities and Sales Management:

• Set annual sales targets for new products, journal packages, and collections
• Develop sales strategies and tools for existing products and contribute to marketing efforts as necessary
• Help introduce new products to the institutional market
• Manage outsourced commission and fee-for-service sales relationships, such as subscription agents and sales representation and develop strategies for establishing representation in underserved markets, both US and internationally
• Manage relationships and information exchange with ebook aggregators
• Evaluate business models used by ebook aggregators and develop sales and pricing strategies
• Negotiate and update institutional sales models with aggregators as needed
• Oversee library membership program for UC Press’s open access monograph program, Luminos, and evaluate alternative models of institutional support

10% Sales Analysis:

• Assume lead responsibility for sales analysis for institutional markets, analyzing sales trends and data across a range of sources
• Monitor performance of UC Press publications and recommend appropriate follow-up
• Assess and recommend strategies for the structure of the Press’s sales program to maximize sales coverage of our products and adapt to the evolving market

10% Data Management:

• Effect changes, maintain databases (e.g. CoreSource), and monitor aggregator title inventories to ensure that title distribution, metadata rules, prices, and channels are set up correctly based on business needs and contractual agreements

5% Market Assessment and Feedback:

• Act as the public face of UC Press with the library market and represent the Press at major library and industry meetings
• Track evolving needs in the research community, gather market feedback, and communicate findings back to stakeholders at the Press
• Lead the UC Press library advisory group

Required Qualifications

• Minimum of 8 years of library, sales, or sales management, including at least 3 years in a publishing or library role.
• Advanced knowledge of and demonstrated experience in sales strategies and tactics.
• Knowledge of key trends in open access publishing and scholarly communication. Demonstrated familiarity with library and academic protocols and structures.
• Ability to think strategically in support of long-range forecasting and planning.
• Advanced verbal and written skills, and solid interpersonal and negotiation skills necessary to engage with a range of stakeholders.
• Advanced analytical and research skills. Proven analytical skills to extract pertinent marketing and sales data and prepare statistical and narrative reports.
• Ability to think critically, creatively, and quantitatively about sales objectives. Ability to work well under pressure to reach ambitious goals.
• Budget management skills sufficient to participate in sales planning and budgeting.
• Demonstrated organizational and project management skills.
• Experience maintaining data in complex databases and setting up processes to ensure data hygiene.
• Ability to set up and verify that distributed data reflects contractual agreements and business rules.

Preferred Qualifications

• Experience supporting new product launches preferred.
• Experience in scholarly or academic publishing and a strong track-record of building relationships in the academic library community.

Education

• Bachelor’s degree in related area and / or equivalent experience / training required