Job Information
Harvard University Sales Director in Cambridge, Massachusetts
66925BRAuto req ID:66925BRJob Code:CM0459 Marketing/Sales Mgmt III Department Office Location:USA - MA - Cambridge Business Title:Sales DirectorSub-Unit:------------ Salary Grade (https://hr.harvard.edu/salary-ranges#ranges) :059Time Status:Full-time Union:00 - Non Union, Exempt or Temporary Basic Qualifications:Candidates MUST meet the following basic qualifications to be considered for this role:
8+ years of progressive sales management experience in the book publishing industry, overseeing multi-million-dollar volumes and growing sales revenue.
Proven track record in achieving sales goals and implementing strategic plans.
Extensive experience managing seasoned sales teams and mentoring new talent.
Deep understanding of client/distributor partnerships, especially with top-tier US distributors.
Strong leadership skills with internal colleagues, external partners, and industry leaders.
Comprehensive knowledge of market conditions, sales operations, inventory and demand management, and supply chain requirements to ensure book availability.
Proficiency in financial analysis, budgeting, and advanced Excel skills.
Strong problem-solving skills and a deep understanding of the publishing marketplace.
Superior written and spoken communication skills.
Bachelor's degree required; MBA preferred.
Ability to travel as needed.
Additional Qualifications and Skills:
Deep understanding of inventory management and e-commerce.
Experience with CRM software, BI systems, and sales analytics tools.
Additional Information:This position has a 180-day orientation and review period.
The health of our workforce is a priority for Harvard University. With that in mind, we strongly encourage all employees to be up to date on CDC-recommended vaccines. Department:HUPPre-Employment Screening:Credit, EducationSchedule:Full time. Monday through Friday. 35 hours per week. Job Function:Communications Position Description:Key Responsibilities:
Sales Strategy and Execution
Develop and execute comprehensive sales strategies to achieve revenue goals and expand reach across North and South America.
Drive growth for Harvard University Press's backlist books with a strategic vision developed in partnership with key stakeholders.
Reformulate frontlist and backlist go-to-market efforts.
Optimize sales in the higher education channel via Norton’s college sales team.
Grow the sales and visibility of Harvard University Press’s iconic translation series and other key series.
Analysis and Reporting
Analyze sales data, market trends, and customer insights to identify opportunities and optimize sales performance.
Set projections, study sales reporting, and drive volume through data analysis.
Synthesize data and provide insights on account, channel, and title level, ensuring appropriate response to results and identifying trends.
Review monthly forecasts and results; communicate outcomes for each territory to the Director.
Develop and manage sales budgets, forecasts, and reports.
Perform weekly review of POS results and understand the levers to act on issues and opportunities, including allocating stock, initiating reprints, and more.
Market Awareness and Opportunities
Keep abreast of industry trends, monitor competitor activities, and identify emerging opportunities.
Attend trade shows such as the Winter Institute, ALA, and NEIBA to represent the Press to industry stakeholders.
Assess and translate consumer trends and publishing competitors that may reveal opportunities and inform initiatives.
Seek and present proprietary/custom publishing opportunities to the Editorial Director.
Work with all Harvard University Press overseas partners to improve print and digital sales in their territory.
Present seasonal lists to sales teams as needed.
Work with territory leads to set goals, develop growth plans, and explore new business channels.
Operational Management
Oversee management of the Edelweiss catalog and ensure metadata is accurate and timely.
Prepare for launch, presales, and sales conference presentations.
Improve digital sales and merchandising processes, including eBook pricing, promotions, retailer updates, and territory-specific best practices.
Organize internal communication of sales results and coordinate with the marketing and publicity teams to react appropriately.
Team Leadership and Collaboration
Manage the US sales teams, providing guidance and training to ensure sales targets are met.
Foster a strong partnership with W.W. Norton to execute sales goals and support their team with direction and information.
Collaborate with editorial, marketing, publicity, creative, and production teams to ensure alignment and maximum impact.
Build and maintain strong relationships with key customers, including academic institutions, libraries, and retailers.
Work with Marketing, Publicity, Digital, and Creative teams on formulating impactful channel-specific promotions.
Build relationships with sales reps, local key accounts, and other colleagues.
Establish daily, weekly, and monthly reporting processes for the Director, Editorial Director, and the COO.
School/Unit:Harvard University Press EEO Statement:We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, gender identity, sexual orientation, pregnancy and pregnancy-related conditions, or any other characteristic protected by law.Job Summary:Harvard University Press is seeking an experienced Sales Director to lead our North American sales team and drive revenue growth through data-driven sales strategies across various channels and product types. This role is critical in overseeing the sales transformation as we begin a new distribution and sales partnership with W.W. Norton in Fall 2024. The ideal candidate will have a proven track record in sales leadership, excellent communication skills, and a deep understanding of the non-fiction book trade, working in alignment with the publisher's strategic vision. This role reports to the Director of Harvard University Press.
Commitment to Equity, Diversity, Inclusion, and Belonging:Harvard University views equity, diversity, inclusion, and belonging as the pathway to achieving inclusive excellence and fostering a campus culture where everyone can thrive. We strive to create a community that draws upon the widest possible pool of talent to unify excellence and diversity while fully embracing individuals from varied backgrounds, cultures, races, identities, life experiences, perspectives, beliefs, and values.Benefits:We invite you to visit Harvard's Total Rewards website (https://hr.harvard.edu/totalrewards) to learn more about our outstanding benefits package, which may include:
Paid Time Off: 3-4 weeks of accrued vacation time per year (3 weeks for support staff and 4 weeks for administrative/professional staff), 12 accrued sick days per year, 12.5 holidays plus a Winter Recess in December/January, 3 personal days per year (prorated based on date of hire), and up to 12 weeks of paid leave for new parents who are primary care givers.
Health and Welfare: Comprehensive medical, dental, and vision benefits, disability and life insurance programs, along with voluntary benefits. Most coverage begins as of your start date.
Work/Life and Wellness: Child and elder/adult care resources including on campus childcare centers, Employee Assistance Program, and wellness programs related to stress management, nutrition, meditation, and more.
Retirement: University-funded retirement plan with contributions from 5% to 15% of eligible compensation, based on age and earnings with full vesting after 3 years of service.
Tuition Assistance Program: Competitive program including $40 per class at the Harvard Extension School and reduced tuition through other participating Harvard graduate schools.
Tuition Reimbursement: Program that provides 75% to 90% reimbursement up to $5,250 per calendar year for eligible courses taken at other accredited institutions.
Professional Development: Programs and classes at little or no cost, including through the Harvard Center for Workplace Development and LinkedIn Learning.
Commuting and Transportation: Various commuter options handled through the Parking Office, including discounted parking, half-priced public transportation passes and pre-tax transit passes, biking benefits, and more.
Harvard Facilities Access, Discounts and Perks: Access to Harvard athletic and fitness facilities, libraries, campus events, credit union, and more, as well as discounts to various types of services (legal, financial, etc.) and cultural and leisure activities throughout metro-Boston.
Work Format:Hybrid (partially on-site, partially remote) LinkedIn Recruiter Tag (for internal use only):#LI-KP1Work Format Details:This is a hybrid position that is based in Massachusetts. Additional details will be discussed during the interview process. All remote work must be performed within one of the Harvard Registered Payroll States, which currently includes Massachusetts, Connecticut, Maine, New Hampshire, Rhode Island, Vermont, Georgia, Illinois, Maryland, New Jersey, New York, Virginia, Washington, and California (CA for exempt positions only). Certain visa types and funding sources may limit work location. Individuals must meet work location sponsorship requirements prior to employment.