Thursday, October 17, 2013
Library Services Consultant (New England Territory) - OCLC, Boston (MA)
Library Services Consultant (New England Territory) - OCLC,
Boston (MA). The Library Services Consultant is responsible for
marketing and sales of specific OCLC products and services to medium to
large individual institution accounts, including strategic academic and
public libraries within an assigned geographic territory. The Library
Services Consultant will participate in team selling to groups and
consortia usually of single type (all academic libraries group, all
public libraries group, etc.). The primary focus of the Library Services
Consultant is achieving and surpassing sales goals established for each
fiscal year by account and/or product. Activities include direct field
sales to libraries and work with OCLC-affiliated regional network staff
to insure appropriate sales efforts are developed and executed. The
Library Services Consultant is responsible for the relationship with the
account from initial contact through the development of the account for
long-term mutual benefit to the account, OCLC, and the network. Due to
the nature of this position extensive travel is required (i.e., 60 - 80%
of the time). The Library Service Consultant –Research Libraries is
responsible for field sales and will work closely with the Executive
Director, US Library Services, library services consultants, product
management staff, order processing staff, and OCLC-affiliated Partners
representatives to: Develop sales plans, regional and within a
territory. Execute sales and promotional plans through direct field
sales efforts (usually 250-300 accounts within an assigned geographical
region (one state or more). Responsible for in-depth knowledge of
library automation, library workflow, OCLC product and services,
applications of the products and services, product line potential, and
customers of the library or group (end-users). Develops territory
plans/presentations by account type and by product line for use in sales
to both the "decision-makers" and “operational” staff in prospect
organizations. Works with team members in Library Services U.S.
Division, other OCLC divisions, and OCLC Partners to facilitate
communication and implementation of sales/marketing activities. This
includes participation in marketing communications activities for
assigned products and services, such as advertising, brochures, direct
mail, news releases and newsletter articles. Communicates results and
findings from sales calls, conferences, and meetings through established
reporting mechanisms in order to contribute to market research and
product development. Close sales - typical sales goals are in the range
of $15 million per year for the full array of OCLC services (excluding
Dewey and Preservation Resources). Establish and maintain relationships
with regional networks, libraries and groups. Position requires a
minimum of three years' experience as outside sales representative in
the information industry or with library automation. Ability to manage
complex sales cycles. Excellent interpersonal and relationship-building
skills. Prior team selling experience. Demonstrated experience at making
presentations to large groups. Self-motivated; self-starter; able to
work from home. Library sales experience strongly preferred. MLS or MBA
with experience in the information industry or with library automation
is a plus. Apply Here: http://www.Click2Apply.net/yfvzv4j.
Labels:
Massachusetts,
non-library position,
out of state,
professional,
sales
Location:
Boston, MA, USA