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Trade Sales Director, North America  
  posted: July 16, 2014
 Offered by: 
Health, Dental, 401K, Bonus
Full Time
New York, NY
Phaidon Press
Trade Sales Director, No. America

The retail sales director will take charge of Phaidon’s core book-selling business in the visual arts and cookery. You will lead a team of four-house field reps and our commission representatives in Canada, and will sell to select national accounts. This position reports to the VP of Sales & Marketing, No. America

You will bring a high level of organizational skills, business acumen, and a knowledge of the retail marketplace with the goal of maximizing our presence in national, wholesale, retail, museum and gallery accounts. You have proven motivational and management skills and can build and manage a world-class sales team. You are ambitious, high-energy, hands-on, and bring an entrepreneurial approach to sales development

Primary responsibilities include:
• Take lead sales responsibility for Barnes & Noble and Costco
• With executive management team, set sales goals for each territory
• With the VP of Sales, develop and implement a strategic plan for the fiscal year based on
sales objectives
• With each rep, create territory forecasts by title and account and monitor results on a weekly basis
• Liaise with PR and marketing teams on key titles to maximize visibility and drive sell-in and sell-through
• Train your team in insight management for developing their territories by account, identifying opportunities and issues, and creating innovative plans to partner with each
• Plan ahead with each rep for exhibition tie-ins in their museum and gallery accounts to develop marketing partnerships with the venue, identify stock requirements and conduct post-exhibition
• Conduct weekly sales call with the team and with each sales rep
• Supervise bi-annual top account reviews with each rep to assess Phaidon’s overall position in the territory, with an in-depth analysis of account performance, backlist and frontlist business, by-title sales history, etc
• Participate in monthly sales reviews with senior management for review of year-to-date performance, market conditions, sales trends, competitor activities, Bookscan analytics, etc.
• Supervise reps’ travel and sell-in schedules; conduct two in-house sales meetings, as well as team meetings at sales presentations in the UK
• Create and manage travel budgets
• Plan and execute key trade show exhibits as agreed with management, within budget, setting goals, and preparing a post-event analysis for senior management
• Assure that reps are focused on using in-store promotions, events, exhibits and other industry and consumer-facing events to collect contact information and provide photos and videos for sharing with Phaidon Global
• Liaise with our distributor, Hachette, and in-house teams to manage inventory based on rate of sale, and advising on reprints and stock transfers
Phaidon Press
Director, Retail Sales No. America
Page Two

• Supervise the department sales assistant

• A creative approach growth business development consistent with Phaidon’s brand and
strategic plan.
• Ability to repurpose content and leverage digital and other multi-media assets.
• Aggressive strategist with proven ability to open conversations and close deals.
• Excellent presentation skills both one on one and to larger audiences.
• Ability to work in multiple retail sales channels balancing different accounts at same time.
• Ability to prioritize and work efficiently
• Outstanding interpersonal, teamwork, leadership and communication skills.
• Maintains the highest standards of ethical behaviour in business practices and relationships with clients and colleagues.
• Strong attention to detail and accuracy.
• Self-starter, competitive, and entrepreneurial
• Proficient in Microsoft office and its suite of utilities.
• Experience with a CRM an asset.
• Ability to travel at least 25% of the time and as needed.

Phaidon offers a competitive salary and bonus structure, as well as benefits and a 401K plan. The role comes with an expense and travel budget to meet the needs of a successful senior sales role.
 About Our  
Phaidon (est. 1923) is the world’s leading publisher and distributor of books and digital products in the creative arts. Phaidon's beautiful illustrated products are treasured worldwide for their outstanding content and award0-winning production. Today, Phaidon has over 1,500 titles, featuring the finest creative work from leading innovators in all areas of the arts, food, architecture, design, photography, cinema, and travel. We believe passionately in the creative act and aim to achieve greatness in everything we produce. Phaidon has offices in New York City, London, Berlin, Madrid, Milan, Paris, and Tokyo.
Mary Albi
Interested candidates should send their resume via email to before July 23.
No phone calls please.
Job #  10872
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