Library Services Consultant (Sales)

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We work hard to build the technology that connects thousands of today's libraries. But we also work hard to make a job at OCLC a meaningful part of a balanced life- not a substitute for one.

The Job Details are as follows:

The Library Services Consultant is responsible for developing and leading sales strategy, planning, forecasting, and sales execution for OCLC products and services to assigned prospective and existing members. This includes individual institution accounts, assigned groups, and special libraries within an assigned geographic territory. Additionally, the Library Services Consultant will participate in team selling as needed to achieve success.

The primary focus is achieving, and surpassing sales goals established for each fiscal year by account and/or product. Responsible for the relationship with the member from initial contact through the development of the member for long-term mutual benefit to the member and OCLC. Responsible for field sales and will work in close coordination with other sales team members, product management, marketing, research and finance to achieve sales goals and grow the revenues for their assigned region.

Responsibilities

• Achieve, or exceed, agreed upon sales targets and outcomes within assigned territory.
• Develop and execute a territory plan to exceed organizational expectations.
• Present, promote and sell products/services using solid account/opportunity plan to create solution demand from existing and prospective members.
• Perform cost-benefit and needs analysis of existing/potential members to meet their needs.
• Establish, develop and maintain positive business and member relationships.
• Responsible for in-depth knowledge of the library landscape and applications of services, product line potential, and customers of the library or group (end-users).
• Communicate results and findings from sales calls, conferences, and meetings through established reporting mechanisms to contribute to market research and product development.
• Performs related and/or additional position responsibilities as required.

Qualifications

• Highly motivated and target driven with a proven track record in sales.Position requires at least 3-5 years direct field sales experience.
• Excellent public speaking, writing, interpersonal and relationship-building skills are a must.
• Excellent selling, communication and negotiation skills are a must.
• Ability to identify, create. and deliver presentations tailored to the audience needs.
• Excellent working knowledge of MS Office and Salesforce.
• Ability to relate credibly to teaching faculty, library administrators, library collections staff, cataloging and systems staff.
• Due to the nature of this position extensive travel is required (i.e., 60 - 80% of the time).
• MLS or MBA with experience in the information industry or with library automation is a plus.