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Sales Director, National Specialty, Mass Market

Sales Director, National Specialty, Mass Market

Chronicle Books is looking for a Sales Director to join our team in San Francisco. This role will lead and direct sales and business development in various sales channels including National Specialty, Mass Market, Warehouse Clubs, Department Stores, Art Supply and Airport. The director will provide overall strategy and direction for growing and sustaining existing retail and wholesale customers and developing new business through both new accounts and new market channels. We are looking for candidates who have demonstrated experience leading a sales team focused on books, gifts, and other hard goods in these market channels.

 

Who We Are


Chronicle Books was founded in 1967 and continues to be one of the most admired and respected publishing companies in the United States. Over the years, we have developed a reputation for award-winning, innovative books and gift products. Our independent company continues to challenge conventional publishing wisdom, setting trends in both subject and format across a list that is as diverse as it is distinctive. We value collaboration and creativity, we have a passion for design and quality, and we insist on surprising and delighting our readers. To succeed in our work, we seek and hire people who are committed to the open exchange of ideas and who help us cultivate an atmosphere of mutual accountability and trust.

Our mission says it best: Inspired by the enduring magic of books, we cultivate and distribute exceptional publishing that is instantly recognizable for its spirit and creativity. Our collaborations spark the passions of adults and children worldwide, encouraging them to explore, connect, and see things differently.

 

Primary Job Responsibilities

  • Create annual departmental sales strategy by channel, account and title to increase revenue and grow market share; set sales channel goals and initiatives in line with department and company-wide objectives
  • Develop strategy for prospecting and pitching new business to retailers and wholesalers
  • Consistently meet new business/account sales goals. Lead team in reaching individual new account sales goals annually. Set goals and strategy for new account business for each individual team member; establish clear benchmarks to measure progress and sales potential
  • Brainstorm and collaborate with team for improved placement, additional sales opportunities, and increased exposure throughout existing customers’ organization; develop strategy to improve market share in existing accounts
  • Participate in business reviews and sales calls with key customers
  • Work with internal distribution client team and clients themselves to provide top-tier distribution services (informing on sales, identifying opportunities, feedback on product)
  • Evaluate performance and sales results of account managers and make recommendations/changes where necessary
  • Responsible for growing retail proprietary (custom packaging) business at existing and new accounts
  • Develop and create external and internal sales tools (presentations, reports, materials, sell sheets, promotions, initiatives, trainings) to help team achieve goals
  • Work closely with Marketing and Publicity on programs and promotions to increase sales in market channel, including displays, sales materials, tours and events, account mailings, etc.
  • Forecast upcoming monthly sales; communicate changes to management weekly
  • Manage business profitably, controlling expenses, reviewing special handling warehouse charges on a regular basis; closely monitor travel and entertainment expenses
  • Organize seasonal needs and workflows to increase efficiency and improve selling process (advance sales materials, asset timing and quality)
  • Negotiate terms and conditions with accounts to remain competitive and protect profitability
  • Improve/maintain margin through working with finance and operations
  • Inform new product acquisition and launch strategy to maximize potential in specialty and mass channels
  • Collaborate with inventory management team to set initial and reprint print runs, assist in allocations
  • Represent Chronicle Books at events and key trade shows
  • Assist in the preparation of annual budget as well as ongoing monthly forecasts and quarterly re-forecast
  • Develop and implement new reports and analysis to facilitate current strategic business objectives
  • Assist distribution client services staff with special projects and reporting needs

 

Qualifications

  • 10+ years of sales management experience in gift or book industry
  • 5+ years team management experience
  • Demonstrated success in managing and growing national account business and identifying new business opportunities
  • Demonstrated success in negotiation, deal-making
  • Proficiency in Salesforce, Excel, PowerPoint, and the ability to learn new programs as needed
  • Travel required

 

To Apply


Please email a cover letter and resume for consideration to jobs@chroniclebooks.com. Be sure to note “Sales Director, National Specialty, Mass Market” in the subject line of your email. 

EOE