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Sales Manager - BookExpo/ BookCon

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Sales
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Reed Exhibitions
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REE00A0D Requisition #
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WORKING FOR REEDPOP:
ReedPOP wants individuals who demonstrate initiative, an inquisitive mind, an entrepreneurial spirit, a creative vision, an obsession with making things better, a passion for solving puzzles, the humility to laugh at yourself, the willingness to ask for help when you're over your head (you will be), the ability to deal (healthily) with multiple projects, tight deadlines and demanding partners. We work how we live and we apply our passion for pop culture to every aspect of what we do. We want someone who can't help but wake up at 3 AM thinking about improving the experience for our fans.  Our culture is creative, fun, supportive, open without exception, and as with all positions at ReedPOP, the focus is on fans first, regardless of if they're in a three-piece suit or walking around with a four-foot sword made out of cardboard. At ReedPOP, we’ve found that positive, genuine, good-hearted people make great co-workers, so that’s the type of person we hire. Bring us your creativity, personality, customer focus and enthusiasm for pop culture – we can’t wait to meet you!
 
WHAT’S COOL ABOUT THIS JOB:
ReedPOP’s Book Portfolio is a unique set of events within the publishing industry that serve both the trade as well as the consumer. BookExpo is the largest annual B2B book trade fair in the United States and it serves every aspect of the publishing world from retail to libraries to distribution, digital and more. BookCon is the consumer focused side of the business where passionate readers engage with their favorite authors in person and share unique and once in a lifetime experiences. Everyone in the publishing industry is doing their job because they truly LOVE books. That makes this role especially rewarding and fun, and we are looking for someone who is equally passionate about helping to grow the book business.
 
This Sales Manager role will focus on the acquisition of new customers and the retention of existing customers within their territory as well as overseeing the sales team and tracking budgets and forecasts. This is a “player/coach” position – responsible for sales team oversight, sales plan strategy and implementation, as well as direct sales responsibility (defined territory) for the Book Portfolio including BookExpo and BookCon. You will work closely with the VP of Sales to forecast and execute on the sales strategy to achieve goals. You will also be responsible for achieving specific sales goals by cultivating, managing, engaging, retaining and monetizing the relationships you build with your customers.
 
DUTIES AND RESPONSIBILITIES: 
  • We want you to be a solution based thinker with an entrepreneurial spirit
  • Must possess the ability to follow through the entire sales cycle with a high attention to detail
  • Ability to effectively sell and present face to face with all levels of prospects from coordinator up to C level
  • Achieve 100% of sales target for assigned shows in both exhibit space and promotional products
  • Coach, empower and train Sales Executives to enhance & refine their sales skills, help them succeed and to ensure CRM system is being used to its fullest capacity
  • Monitor activity of Sales Executives, and assure compliance with Reed Exhibitions sales process standards.
  • Proactively monitor the latest industry trends, competitive environment, sponsorship climate, the big players and main issues in order to make educated recommendations regarding our sales strategy for specific events
  • Utilize Sales Opportunity data to monitor information input by the Sales Executives for accuracy and completeness and for managing risks and opportunities
  • Ability to manage a sales pipeline, effectively manage up and across the internal organization and aggressively close business
  • Ability to understand and sell multiple products across multiple events
  • Have an ownership mentality and operate as the lead point of contact for any and all matters specific to your customers
  • Responsible for reviewing and updating segments and product categories on a regular basis
  • Provide accurate forecasts using the probability data in CRM system
  • Responsible for approving floor plan and pricing changes
  • Sell at competitive shows and prepare accurate competitive show reports in a timely manner
  • Improve business processes and implement changes that will help the business
  • Create and cultivate a "one team" approach through collaboration with event management, marketing, content, and operations
  • Perform additional duties as required to ensure a successful show
  • Directly manage and sell accounts within a defined territory as part of the role
THE REQUIREMENTS:
  • College degree in a relevant field or equivalent business training or experience
  • Knowledge of, and a passion for, the publishing industry
  • 3+ years of prior sales experience required
  • Knowledge of sales, particularly telemarketing and presentation techniques
  • Excellent communication, negotiation and interpersonal skills
  • Professional level knowledge of Microsoft Excel, Word, and PowerPoint
  • Must be highly collaborative with a “We” not “Me” mentality
  • Highly organized, detail oriented & proactive with a strong ownership sensibility and a passion for our brands
  • Must be comfortable with ambiguity and always willing to take the initiative to create something new
  • You must be resourceful and willing to find creative solutions that will help you achieve your goals
  • We want a social and empathetic person that will truly care about our clients and live for making them happy as often as possible
  • You should be team-oriented and collaborative with the ability to manage relationships with internal and external partners
  • You should be a happy, optimistic person that enjoys seeing the big picture while striving to create a great future for our brands
  • Must be flexible and able to adjust within a fast-paced work environment with unpredictable deadlines and schedules
  • Ability to multi-task, shift priorities and focus on finding solutions
  • You should be flexible in your viewpoints, always looking for the best ideas and ready to be an advocate for ideas other than your own
  • Must be a humble person that is secure enough in yourself to be able to ask for help, say “I don’t know” and always learn from your mistakes
  • A true passion for pop culture and our fans
  • A quirky sense of humor and an ability to laugh at yourself
  • Some domestic and possibly international travel is required. Approximately 6-8 times per year
 
ABOUT REEDPOP:
ReedPOP is the largest producer of pop culture events in the world.  We build fun on a daily basis and deliver once-in-a-lifetime experiences for fans around the globe. ReedPOP is built upon a "fan first" philosophy, a culture of creativity and an office environment that is open and collaborative. We are a kind-hearted, hard-working, fun-loving group of folks who never take ourselves too seriously. Ask us what the best parts about working at ReedPOP are and we’ll quickly answer “our people and the fans.” We are a boutique team with all the resources of a large global organization which provides us with the freedom to build fun new businesses and connect fans through the passions they share.  Our customers include Microsoft, Sony, Lucasfilm, Nintendo, Square Enix, Marvel, Twitch, DC and millions of fans from all over the planet. We are constantly hard at work, making things happen and always trying to deliver more than what is expected of us. Find out more: http://www.reedpop.com

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