Position Announcement (Central U.S. Region)

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Date: Fri, 17 Sep 2004
From: Mark Kendall (YBP, Inc.) <mkendall_at_ybp.com>
Subject: Position Announcement

New Business Development Manager, Academic Library Sales
(Central U.S. Region)

Position Summary:
Expand YBP Library Services customer base by identifying and selling 
YBP/B&T products and services and developing relationships with
prospective 
library customers. Responsible for the sales activity for
products/services 
including, but not limited to, approval plans, continuation services,
firm 
orders, technical services, audio-visual and Electronic Business and 
Information Services in a defined geographic area. 

Essential Duties:
(The following statements describe the general nature of work being 
performed in this job. They are not intended to be an exhaustive list of

all duties.) 

Identify new business opportunities by identifying prospects and
evaluating 
their position in the industry; researching and analyzing sales options.

Build relationships with current non-customers towards the objective of 
turning them into customers. 
Sell YBP/B&T products and services by establishing contact and
developing 
relationships with prospects; recommend print and electronic product and

service solutions 
Responsible for achieving sales volume levels from prospective accounts 
that equal or exceed budgeted objectives established for assigned
region. 
Maintains ongoing account profitability management that will contribute
to 
achieving or exceeding academic market profitability goals. 
Initiates acquisitions process between vendor (YBP/B&T) and Library
customer. 
Offer suggestions for new or improved products or service by remaining
current 
on industry trends, market activities, and competitors 
Prepare reports and make recommendations (such as discounts) by
collecting, 
analyzing, and summarizing information 
Complete and submit call reports, itineraries and expense reports on a
weekly 
basis. 
Work closely with Customer Service and other territorial representatives
to 
assure customer satisfaction 
Effectively communicate and interact with multiple departments
(Operations, 
I/S, Distribution, Continuations, Customer Service, Publisher Relations,
Human 
Resources, Technical Services, Senior Management, Accounting) to ensure 
adherence to customer requirements. Also interact with other business
units 
within YBP/B&T as necessary. 
Maintain professional and technical knowledge by attending professional 
conferences; reviewing professional publications; and establishing
personal 
networks 
Contribute to sales team effort by accomplishing related results as
needed. 

Supervisory Responsibilities:
Indirect supervision of library account service providers including
planning, 
assigning, and directing account setup and maintenance; addressing
service 
issues and resolving problems. 

Qualifications:

Bachelors degree or equivalent experience. 
Proven track record of sales success to scholarly libraries. 
Three to five years experience in library or publisher industry, in
increasingly 
responsible professional staff or managerial positions 
Knowledge of library technical services, systems, and other complex 
bibliographic databases. 
Superior written and verbal skills, coupled with very strong
interpersonal 
skills 
Must have effective presentation skills 
High tolerance for ambiguity, yet capable of working with considerable
detail 
Excellent PC skills and strong knowledge of MS Office software and
Internet 
experience 
Meet required levels for new customer contacts on a monthly basis. 
Ability to travel approximately up to 50% of workdays. Travel usually
consists 
of two weeks per month. Trips are often out-of-state and, on occasions,
require 
stays of up to 5-6 nights or longer 
We are seeking candidates who possess excellent organizational skills
and 
attention to detail; are flexible and adaptive; have the ability to work

independently and as part of a team; and have effective problem-solving
and 
analytical skills. In return, YBP offers employees professional growth 
opportunities, and a competitive compensation and benefits package. 

If you are interested in applying for this position, please contact
Tammy Eccard, 
Human Resources representative, at +1.603.746.3102 ext. 3366 or via
email at 
hr_at_ybp.com.

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