Senior Manager, Content Acquisition, Lightning Source UK Ltd
Senior Manager, Content Acquisition
Reports to: SVP Content Acquisition International Ingram Content Group
4 x Key Account Managers
1x Inside Sales Rep
To manage Ingram Content Group Content Acquisition in the global market (excluding USA & Canada),with the support of a team of UK remote or office based sales representatives:
Lead selling efforts for select key accounts through Key Accounts Sales people, for medium to large-sized accounts/leads including publishers and distributors, in UK, Europe, ROW and Spanish Speaking Territories.
Leads select Key Account Sales Managers Manages strategic academic/STM accounts Look to improve and simplify the client customer experience through the coordination of account assignments with Key Accounts, talent management and people development, and improvement in business systems and processes.
To screen deals prior to submission to UK deal forms list by team and advise UK sales on best practice prior to pricing approval; to make line management decisions regarding sales team members: interview, recommend, conduct annual reviews and work with senior management regarding target setting.
To recommend UK market events for LS attendance and to publicly speak at UK events.
Oversight of the Global Connect network.
To hit the market revenue sales targets and to collaborate with US, Australia and UK sales groups to maximize US & Australian Dollar, Sterling and Euro export revenues by hitting new title submission targets and sales targets expressed in value and units printed.
Work closely with UK and US senior management as well as client service teams to deliver Ingram Content Group Publisher facing Services including Print on Demand (POD), Digital and Distribution services to target customers and leads.
Essential Job Duties:
Manage reporting line within budget, ensuring cost controls and fiscal policies are adhered to Work as part of the UK Management team & ROW Content Acquisition Team. Attend Industry/ Company sales conferences, sales meetings and key account meetings Agree personal targets and objectives with the SVP To work with the SVP to set and brief annual targets for individuals and review team and individual objectives, sales against target, and prospects Assist direct reports in the development of their individual sales, business plans & client service levels Monitor and evaluate performance by supervising, reviewing, coaching, training and regular meetings Ensure the sales team hit their annual targets Ensure client needs are met inter-departmentally Review recommendations on salaries and bonus structures Recruit as required
Strategy Work with the SVP and senior colleagues to agree and implement sales strategy and tactics and appropriate sales and client services structure Adhere to annual sales budgets for delivering Sales Plan Deliver strategy with quarterly objectives Send weekly update to SVP
Sales Have thorough knowledge of the entire range of Ingram Content Group products and services To work collaboratively with other global Ingram sales teams, sales management and marketing department to maximize sales for the Group Preparing key account plans as required Advise sales team on best practice To work collaboratively w/ Client Services & EDI teams to ensure clients are interfacing with LS effectively Specific targets to include: number of titles submitted; number of units printed and the cash value of the sales invoiced direct and through reselling books and digital content Assist in the development of ICG’s distribution offer to the UK market
Marketing Review and communicate marketing updates, product information and competitor/client feedback Identify marketing objectives/projects for the region and work with Marketing on their implementation To recommend market events for attendance Represent the Company at all levels, and to publicly speak at conferences and events
Misc Ensure that all relevant company and departmental Health, Safety and Environmental policies and procedures are adhered to at all times. Any other duties as may be reasonably required from time to time
Qualifications (Typical Experience, Typical Education, Knowledge/Skills/Abilities):
Experience: At least 10 years’ sales experience ideally in a Business to business market and ideally in the book media/publishing, digital media industries.
Education: Degree educated with post-graduate business degree an advantage.
Skills: Developed supervisory, people management skills. Sales and market leadership and development skills. Proven track record of Delivery against targets.
Essential Physical Demands:
Office based with ability to travel within UK/Europe at short notice and if required – globally.