Key Account Manager, Sales Development

This role is responsible for delivering the annual sales targets for a broad account portfolio, through creative account management and implementation of the Sales Development team strategies for HarperCollins Publishing. The Sales Development team is outwardly focused, driven, and widely acknowledged within HarperCollins for the key contributions they make to the business overall success. The account portfolio has a dedicated list of customers across non-traditional and value retail and wholesalers. Managing both new and established relationships is essential to our success. An essential part of the role is seeking out new business opportunities to grow our customer base and creating new revenue streams. You will collaborate with colleagues across the HarperCollins business, gaining knowledge and harnessing the potential for sales from the exceptional depth of publishing, via our backlist, heritage brands, and new release slate. Working with divisional stakeholders to deliver progressive publishing strategies, expanding our markets and readership while achieving sales success with the support of experienced and knowledgeable editorial, marcomms, sales, and production teams. The successful candidate will carry significant responsibility and will be regarded as a vital part of our team.

Key Tasks and Accountabilities

• Delivery of sales revenue across a diverse account base from across all HarperCollins divisions.
• Increase sales across existing and new customers and bring non-trade specialist knowledge to the role.
• Develop new products utilizing backlist to enhance sales, meeting customer briefs & requirements.
• Maximise sales across a vast portfolio of HarperCollins bestselling brand authors, IP developed projects, backlist genre ranges, aligned with group divisional strategy for the non-traditional market.
• Liaise with the customer service distribution team for excellent order management to efficiently process and supply accounts.
• Bring Sales Development to the centre of the business by increasing profile and presenting internally to build greater understanding of new and non-traditional markets/customers.
• Build positive and constructive relationships with internal contacts across publishing teams and business managers.
• Maintain and continue to grow our account portfolio’s performance, building strong relationships with Key Customer contacts.
• Prospecting and outreach to generate new business opportunities and revenue streams beyond the current account base.
• Evaluating both customer and consumer trends for the non-traditional market, inputting into product development and helping to mold our publishing in this area.
• Develop close working partnerships with HC business functions, such as Production and Distribution, learning how they operate and aligning with customer requirements to offer excellent service.

Experience Required

• Experience of account management.
• Knowledge or understanding of the non-traditional/value market/premiums.
• Experience of producing sales presentations to the highest standard, including visual account performance analysis and projections.
• Strong knowledge & understanding of sales functions such as customer relationship management, margin calculation, profitability management, and knowledge of production & supply and distribution processes.
• Experience of working in a high-performing sales environment, balancing priorities whilst displaying a self-motivated approach and responsibility for a high volume workload.
• Demonstrate in-depth knowledge and passion for the non-traditional book market, consumer trends, and product development processes.

Skills Required

• Excellent communicator and presenter with a strong customer service ethic.
• Entrepreneurial skills with the ability to use own initiative, motivated to deliver both targets and growth.
• Established sales and negotiation skills.
• Proven relationship management & organisational skills.
• Excellent attention to detail.
• Proven ability to work under pressure and to challenging deadlines.
• Ability to work both independently to deliver set goals & collaboratively as part of a team to deliver group strategies.

Additional Information

• Hybrid working model (3 days in the office).
• 28 days holiday plus bank holidays (option to buy and sell holiday days).
• Enhanced pay for maternity, paternity, adoption and shared parental leave.
• Private healthcare cover and life assurance.
• Summer Hours.
• Free access to HeadSpace, employee assistance programme (24 hour helpline), mental health first aiders, and a wellbeing portal.
• Season ticket loans (from day 1 for entry level) and cycle to work scheme.
• Relocation Rent Support Loan.
• Employee networks: HC All In (open forum), Elevate (for ethnic minority colleagues), HarperParents, Menopause at Work, Pride at HC, Social Mobility Network and Neurodiversity at Work.
• Unlimited training on our Learning and Development portal, management courses (up to MA level) and mentoring programmes.
• Virtual GP and eyecare vouchers.
• Onsite physiotherapy (London only).
• Charitable donation matching and 2 volunteering days.
• Green Electric/Hybrid Car Benefit Scheme (salary sacrifice).
• With Trees for Life we plant a tree in the Highlands of Scotland for every permanent hire.
• Free e-books and audiobooks, digital newspaper subscriptions and discounts on books.
• Subsidised canteen and retail discounts.
• Onsite prayer room.
• The Book Trade Charity offers financial support to people looking to enter the book trade but who may struggle to afford the costs of attending interviews and undertaking internships or entry-level positions.