Books Account Manager

Job Description

This role is responsible for channel sales and business development activities for print books and eBook aggregators, in The Americas and EMEA.

The role manages revenue growth against Emerald’s business plan, objectives, and book sales targets across print and ebooks. This involves analyzing the market and results, monitoring targets, driving sales, identifying opportunities, and visiting key customers and agents/distributors on a regular basis.

This role will also be responsible for assessing the viability of new partnerships with agents and aggregators in the Americas and EMEA as they arise and communicating them to the Books Sales Channel Manager for consideration.

Day to day we’ll trust you to:   

• Oversee the consistent growth of territory revenues, through direct and indirect print and ebook sales, to ensure account targets are achieved. This will include working with existing customers, identifying new accounts for sales and building key account plans, taking actions to ensure customer needs are met along with specific sales goals and objectives. Identify sales outlets and potential new business opportunities by researching competitor activity and analysing market trends.
• Manage print agent representation of Emerald Books in the regions, and maximise the contribution they make to overall sales, by maintaining relationships with all agents and local distributors.
• Ensure appropriate representation at conferences and cross-promotion of Emerald Books in the territory.
• Strategize with key ebook aggregator partners to grow revenue in target markets and channels
• Work with key books stakeholders at Emerald to ensure the appropriate ownership of activities crucial to overall books commercial success. This includes (but is not limited to) supporting the Production Department and print and eBook Marketing Managers, as well as contributing to the development of Emerald’s commissioning strategy by working closely with the Books Publishing Department.
• Ensure a joined-up approach to key title identification and marketing by working with Publishing and Marketing to enable we forge a greater focus on these titles by our sales agents and customers.
• Manage limited contract negotiations with select new and existing aggregator partners and guide agreement through to signature and post-contract implementation.
• Provide regular feedback to line manager on current market trends across the region. Utilise internal and external systems to analyse account performance and contribute to long range revenue forecast and provide analysis as and when required.

You’ll need to have:   

Skills:

• Decisive and assertive approach to challenges
• Strong communication skills (including negotiation)
• Well-developed organizational and administrative abilities
• Strong customer facing, marketing, presentation, business development and strategic thinking skills.
• Advanced Microsoft Office skills essential (including Word, Excel and PowerPoint for Windows)
• Ability to initiate complex business models
• Ability to represent department at senior level within the company and at industry events

Knowledge:

• Sales experience of both print and digital products within the publishing arena
• Experience working with complex pricing models
• Experience working in a competitive international publishing sales environment
• Experience managing agent and distributor networks
• Experience of territory and trade channel (print wholesalers) management

Behaviours & Attributes

• Commercial acumen, results-focused
• Develops and maintains positive working relationships with others
• Takes pride in the achievement of team objectives
• Self-motivated and driven to achieve results
• High customer service ethic and passionate about meeting customer needs
• Keeps pace with change and acquires knowledge/skills as the business develops

What’s in it for you?

At Emerald, we value our people. Becoming a part of our team means you’ll join a trusting and flexible environment and we've been flexified so you can trust that we're a truly flexible workplace. You'll also have numerous opportunities to progress your career, as well as access to professional development and the opportunity to learn new skills.

You’ll receive a wide range of benefits, such as 30 days annual leave, remote flexible working, up to 20% performance bonus, 6% pension contribution and various benefits aimed at supporting your wellbeing and work-life balance.

Emerald Group is committed to creating an inclusive environment for all of our applicants. If you would like to request any accommodations/adjustments from application through to interview stages, please complete the relevant section within the application or contact us at peopleteam@emerald.com and let us know.