1. Sales Strategy a. Review existing channels and customers and determine if they can be optimized further. Bring new opportunities to the Press in a rapidly changing market. b. Set ambitious sales targets (at signing, after seasonal launch, and for university budgets) and provide budgets for publicity, marketing, and co-op spend. Take responsibility for achieving forecasts. c. Take the lead in creating sales-specific targets/goals both for reps and by major account, and take responsibility for calling on the national accounts. d. Monitor sales trends by channel and adapt sales strategy accordingly. e. Take responsibity, with Sales Director, for key customer management, including Amazon, Barnes & Noble, and Ingram and the major institutional aggregators such as JSTOR and De Gruyter. f. Take responsibility, with Sales Director and Promotions Manager, for developing ebook strategies for individual titles and aggregators. g. Establish, recommend, approve, and update pricing, discounts, and programs designed to allow for maximum placement and stocking of YUP titles. h. Direct Press communications strategy and its implementation, with Director of Marketing. i. Reinforce and encourage alignment of goals with Yale University Press London to the greater impact of the Press globally, including coordination of release dates, global marketing, pricing, and discounting. j. Lead and instill a customer-focused approach. k. Responsible, with Sales Director, for management of museum partners. 2. Analysis and Reporting a. Produce, analyze, and interpret sales and marketing data, identifying trends and putting in place solutions to maximize revenue and reputation. b. Provide regular reporting to the Director, the Executive Committee, the Board of Governors, and the staff on a range of performance data in relation to sales and marketing. c. Provide recommendations for system and process improvements in data collection, analysis, and reporting in conjunction with sales and marketing staff and the Executive Committee. 3. Marketing a. Strategically direct all marketing activity, alongside the Marketing Director, for maximum revenue. b. Provide strategic leadership on key books, stressing prioritization and directing creative publishing agenda. Work generally with the Editorial Director to position titles as trade, academic trade, or academic. c. Working with marketing sales, and technology staff, provide oversight of website development and social media strategy. d. Evaluate with marketing and sales staff our direct-to-consumer sales strategy, and direct the creation of new content. e. Set and deliver marketing budget, and performance goals for marketing team, in liaison with the Marketing Director. f. Shape meeting strategies (including academic conferences, regional shows, sales conference, ALA) according to shifts in the marketplace. 4. Operations and Management a. The Sales and Marketing Director heads the Sales and Marketing Departments and is a core member of the Press's Executive Committee. b. Evaluate and provide strategic direction for inventory and supply chain management with Director, EDP Director, COO, and CFO. Continuously move inventory to more-automated function. c. Liaise with Triliteral warehouse management and PUP and HUP sales and marketing counterparts.
Required Skill/ability 5: Demonstrated relationships with national sales accounts and/or key digital vendors.
Posting Position Title: Sales and Marketing Director, Yale Press
Required Skill/ability 3: Ability to communicate across the various constituencies we serve: our faculty, university, media, public intellectuals, customers, readers, writers, and the larger academic community.
Work Week: Standard (M-F equal number of hours per day)
University Job Title: Sales and Marketing Director , YUP
Required Skill/ability 1: An understanding of the value of diversity and the importance of inclusion as demonstrated through a commitment to apply and incorporate the differences, complexities, and opportunities that diversity brings to an organization.
Required Skill/ability 4: Outstanding analytical, written, and oral communication skills.
Required Skill/ability 2: Demonstrated organizational leadership, managerial and team-building skills, and the ability to influence, motivate, and inspire people.
Bachelors' Degree or equivalent combination of education/experience. At least 10 years of management experience in sales and/or marketing.
