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Area Sales Manager - London

REPORTING TO: Head of UK Sales

JOB PURPOSE

To meet sales targets by selling/representation of company products
To represent Walker and third party clients in a professional manner at all times

KEY RESPONSIBILITIES

1. To visit independent bookshops, museums and galleries on a regular basis to grow sales and develop partnerships. This includes, but is not limited to, the following:

    a)    Obtain subscriptions for new titles
    b)    Take orders from backlist
    c)    Restock/maintain inventory levels
    d)    Position and maintain point of sale material
    e)    Negotiate terms, discounts and returns, ensuring these are within the parameters and margins agreed with the Head of UK Sales
    f)    Agree local promotions within the criteria agreed with the Head of UK Sales 
    g)    Build and maintain customer relationships
   h)     Work with PR guidance and support, proactively arrange and attend author events within your territory. The goal of these events is to ensure strong sales and promote good author care and customer relations

2. To visit Key Account chains on a regular basis (this will include chains which are currently serviced at Head Office)

    a)    Checking compliance of books agreed at head office for promotions in-store
    b)    Positioning and maintenance of point of sale material
    c)    Feedback of customer information to Key Account Managers/Head of UK Sales
   d)     Be proactive with local and regional authors and regional media to           promote Walker authors and attend events within your territory
   e)     Increase contact with Waterstones at branch level

3. To visit non-traditional customers on a regular basis in relevant territory

    a)    Obtain adoptions of products/sales of new titles
    b)    Develop understanding of market and customer needs
    c)    Distribute product information
    d)    Build and maintain customer relationships

4. To be responsible for all sales-related activity within own territory.  This would include:

    a)    Developing and maintaining customer relationships
    b)    Identifying new customers
    c)    developing and maintaining understanding of local market, including               cultural and calendar influences where relevant
    d)    Planning customer visits
    e)    Becoming a brand ambassador for all Walker books, authors and illustrators, which will include arranging, attending and stocking events, as well as actively supporting local and regional authors with events and local publicity where necessary
    f)     Complete monthly sales report
    g)    Monitoring performance of territory against targets
    h)    Acting at all times to protect Walker’s profitability and margin
    i)    Focus on business development and finding new sales channels, including areas outside of independent bookshops
    j)  Work closely with Head of UK Sales to achieve frontlist targets by title    

5.  To provide information to support the UK Sales decision-making process at acquisitions. This would include:

    a)    Market information
    b)    Feedback on competitor activity, keeping a sharp eye on markets and competitors at all times
    c)    Identification of sales/new product opportunities

6.  To be responsible for maintaining own awareness of product range in order to sell effectively.  This would include:

   a)     Maintaining a thorough knowledge of both frontlist and backlist titles, including bibliographic information and key selling points    
   b)    Attending regular meetings and sales conferences
   c)     Understand competitor and publishing trends in the children’s market

7.  To be responsible for liaising with TBS and Sales Admin to ensure client/product information is up to date and all orders are supplied on time and in full. This would include:
   a)    Actively seek information about own clients from Customer Service and Telesales keeping abreast of any customer account issues which may affect orders and order processing
   b)    Complete follow through of all orders placed, where relevant

KEY PERFORMANCE INDICATORS

Ability to manage a diverse account base

Employ a holistic approach to selling, including selling across Walker’s lists, promoting author care, reviewing account performance and presenting to customers

Achievement of sales targets, including Indie targeted titles

Accuracy, relevance and timeliness of sales reports

Ability to manage time effectively including keeping on top of all email and paperwork

Maintaining good relationships with all customers and acting at all times in a professional manner

If you are interested in applying for this role please send your CV and Cover Letter to recruitment@walker.co.uk 

Area Sales Manager - London

Walker Books, London
Full-time, Permanent
Publisher
Account Manager, Business, Sales Manager, Sales, Field Sales, Business Development