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Position Classification Description

Position Class Code / Title: N0005 / Sales Rep
Recruitment Tier: Tier 1
FLSA: Exempt
Grade: 10

This is a description of a Staff Position Classification. It is not an announcement of a position opening. To view descriptions of current openings, please go to UNMJobs and Search Postings to view positions that are currently accepting applications.

The following statements are intended to describe, in broad terms, the general functions and responsibility levels characteristic of positions assigned to this classification. They should not be viewed as an exhaustive list of the specific duties and prerequisites applicable to individual positions that have been so classified.

Summary

Serves as liaison between customers and client publishers by identifying and contacting current and prospective clients, generating sales proposals, and servicing existing accounts. Ensures quality and consistency of service and/or product delivery.

Duties and Responsibilities

  1. Plans and schedules visits to existing accounts in assigned territory per timeframe set by the department; suggests products for account to order, and facilitates problems to be corrected; establishes and maintains rapport with accounts and client publishers in order to continue a positive business relationship for the department.
  2. Prepares action plans and schedules to identify specific targets and to project number of contacts to be made; follows up on new leads and referrals resulting from field activity.
  3. Develops and supervises the preparation, issuance, and delivery of sales materials; works with marketing staff to develop and produce specialty sale materials as needed.
  4. Oversees new and existing account services through quality checks and other follow-up as specified per department requirements; identifies and resolves client concerns.
  5. Prepares a variety of status reports, including trends in territory, upcoming events, closings, follow-up, and adherence to goals; reports on special developments, information, concerns or feedback gathered through field activity.
  6. Attends operational meetings and participates in strategic planning for the enterprise.
  7. Represents the University and department at regional and national industry conferences and trade exhibits.
  8. Provides information to major national chain and wholesale accounts regarding new seasonal titles, price increases, and titles scheduled to go out of print.
  9. Identifies titles for special sales activities and other means to reduce stock as necessary.
  10. Addresses and resolves customer service inquiries, requests and complaints.
  11. Leads and trains lower graded staff and/or student employees, as required.
  12. Performs miscellaneous job-related duties as assigned.

Minimum Job Requirements

  • High school diploma or GED; at least 5 years of experience directly related to the duties and responsibilities specified.
  • Completed degree(s) from an accredited institution that are above the minimum education requirement may be substituted for experience on a year for year basis.

Knowledge, Skills and Abilities Required

  • Ability to plan, organize, and implement a range of sales promotion programs and/or events.
  • Ability to resolve customer complaints and concerns.
  • Knowledge of planning and scheduling techniques.
  • Ability to gather data, compile information, and prepare reports.
  • Knowledge of customer service and book publishing standards and procedures.
  • Ability to analyze and solve problems.
  • Ability to develop, plan, and implement short- and long-range goals.
  • Ability to lead and train staff and/or students.
  • Ability to utilize advertising and/or sales promotion techniques.
  • Ability to prepare routine administrative paperwork.
  • Ability to create, compose, and edit written materials.
  • Knowledge of printing procedures and requirements.
  • Ability to identify and/or follow up sales leads and referrals.
  • Ability to travel to professional meetings and other external events.
  • Ability to communicate effectively verbally, in writing, and over the telephone.
  • Ability to persuade and influence others.
  • Strong oral communication skills and the ability to deliver presentations to large groups.

Working Conditions and Physical Effort

  • No or very limited physical effort required.
  • No or very limited exposure to physical risk.
  • Work is normally performed in a typical interior/office work environment.
  • Willingness and availability to travel extensively and to work extended hours as necessary.

The University of New Mexico provides all training required by OSHA to ensure employee safety.

Revised Date: 03/20/2017