Asia Regional Sales Manager (Asia or India based)

This Regional Sales Manager will be responsible for managing the International regions of China, SE Asia and India for Ingram Content Group. A UK or Australia based candidate willing for extensive Asia travel would be considered.

The companies and services being represented include: Ingram Book Company/Wholesale (IBC), Lightning Source Inc. (LSI), CoreSource Fulfillment/digital books (CSF), Ingram Publisher Services (IPS), and our Used-Textbook Division and Data Services Sales.  

• New business development represents approximately 70% of the role consisting of selling to Online Internet Booksellers, Marketplace Traders trading on global internet sites, Regional Wholesalers, Library Wholesalers, National and Regional Bookstore Chains and Independent bookstores and specialty stores. Develops and maintains pipeline of potential accounts; proactively call on new clients and responds to qualified leads.
• Existing account management representing approximately 30% of the role consisting of managing sales, marketing, terms of sale, memorandum of understanding and sales tracking. 

We are looking for an individual that is passionate about promoting ICG services, reputation, and competencies for both physical and digital offerings to new prospects both within and outside of the established on-line book selling channels. Additional responsibilities will include developing and maintaining a list of account acquisition targets; will call on prospective accounts, and must able to travel internationally with limited restrictions.

Essential job duties include:

• New business development representing approximately 70% of the role consisting of selling to Internet Booksellers, Marketplace Traders trading on global internet sites, Regional Wholesalers, Library Wholesalers, National and Regional Bookstore Chains and Independent bookstores and specialty stores.
• Analyzes needs of potential on-line and physical retail customers and recommend relevant suite of applicable Ingram services, including physical and digital offerings, CDF, CSF, LSI and Data Services.
• Develops and maintains pipeline of potential accounts; proactively call on new clients and responds to qualified leads
• Develops working knowledge of Ingram physical and digital book distribution and delivery offerings, including CDF, CSF, CoreSource Plus, and Ingram Data Services offerings.
•  Manages existing customer relationships representing approximately 30% of the role consisting of managing sales, marketing, terms of sale, memorandum of understanding and sales tracking. 
• Manages Regional Sales Agents within designated territory consisting of selling, educating and communicating with agents on all aspects of ICG.
• Prepares customer specific sales and pricing strategy consisting of preparing Deal Sheets, MOU (contracts), TOS, New Account Opening Forms, Credit Application and other required forms to attain business.
• With Director’s oversight, negotiate freight, discount terms and other required services on a continual basis.
• Trade Show management required multiple times during the year including representing ICG at Frankfurt Book Fair, London Book Fair, Book Expo America and other Country specific regional shows requiring working weekends.
• Report weekly on all new business development, continual new business sales funnel activity, and helps prepare periodic commercial review presentations to senior staff.
• Works with Data Services and EDI Integration teams for data implementation needs and service levels.
• LSI UK / AUS channel sales management required as well as LSI IPS channel sales management.
• Able to work within multiple time zones 24/7, fluent in exchange rate calculations and country cultural differences.
• International travel up to 1-2 weeks/month consisting of 8-10 trips per year.
• Market, industry and competitive intelligence reporting required on a regular basis.
• Works with Product, IT, and Finance where appropriate to develop customer solutions.
• Works with Marketing to develop appropriate messaging for various sales channel opportunities
• Researches competitors in physical and digital space
• Keeps Sr. Mng’t abreast of book industry and on-line retail market and competitive conditions
• Forecasts sales volume as needed

Minimum Education and Experience required:

• Bachelor’s Degree
• 5 years sales experience within online retailers or publishing or bookselling industry

Preferred Experience:

• Knowledge of online retailing, publishing/bookselling industry and basic working knowledge of Internet technology companies