Description

Bookstore Accounts Sales Manager

Reports to: VP of Sales

Job Type: Full-time

FLSA Classification: Exempt (Salary)

 Job Summary: The Bookstore Accounts Sales Manager is responsible for driving revenue growth and managing all bookstore channel relationships for the company. This outside sales role owns the full lifecycle of bookstore accounts, including national, regional, and independent retailers. The position focuses on new business development, account retention, and strategic growth through both in-person and virtual engagement, product merchandising, and consultative selling.

Essential Job Functions:

 Account Ownership & Revenue Growth

•         Own and manage all bookstore accounts across the assigned territory or nationally (as applicable)
•         Develop and execute sales strategies to achieve or exceed revenue targets
•         Identify and secure new bookstore accounts, including independent stores and regional chains
•         Expand product penetration and assortment within existing accounts

Outside Sales & Relationship Management

•         Conduct regular in-person and virtual visits with key accounts to build strong, long-term relationships
•         Act as the primary point of contact for all bookstore customers
•         Partner with store owners and buyers to understand sales trends and merchandising needs
•         Deliver professional product presentations and seasonal line reviews

Merchandising & Market Development

•         Advise accounts on product selection, placement, and inventory optimization
•         Monitor in-store performance and recommend adjustments to maximize sell-through
•         Stay current on bookstore trends, consumer preferences, and competitive offerings
•         Collaborate with internal teams on product development and assortment planning

  Sales Operations & Execution

•         Manage order entry, pricing, and promotional activity in coordination with internal systems
•         Forecast sales and maintain accurate pipeline reporting
•         Coordinate with operations and logistics to ensure timely and accurate order fulfillment
•         Resolve customer issues proactively and maintain high satisfaction levels

Trade Shows & Industry Engagement

•         Represent the company at trade shows, regional markets, and industry events
•         Generate leads and follow up to convert opportunities into active accounts
•         Maintain visibility and relationships within the bookstore community

Requirements

Requirements:

•          Sales Experience: 5+ years of sales experience in wholesale or consumer goods industries.
•         Communication: Excellent verbal and written communication skills, with the ability to build rapport with customers quickly.
•         Goal-Oriented: A strong drive to meet and exceed sales targets and quotas.
•         Relationship Building: Ability to create long-lasting customer relationships.
•         Technology Proficiency: Experience with CRM software (e.g., Salesforce, HubSpot) and Microsoft Office Suite.
•         Self-Motivated: Ability to work independently, stay organized, and manage time effectively.
•         Problem-Solving: Strong critical thinking skills and the ability to address customer needs and objections effectively.
•         Education: Associate or Bachelor’s degree in business, marketing, or related field.

 Preferred Qualifications:

•          Knowledge: Familiarity with the company’s products and services or industry experience.  Familiarity with wholesale distribution business models.
•         Experience: Prior experience selling to bookstores, gift shops, or specialty retailers and experience attending / selling at trade shows.

  Physical Requirements/Demands:

•         Must be able to be stationary (sit or stand) for durations of time
•        Work performed in an office environment and requires the ability to operate standard office equipment.
•        If work is performed in a remote setting (home), must have a designated area for work to maintain focus and professionalism, and a stable internet connection.
•        Must be able to travel (conventions, trade shows, potential customers) out of state for up to one week at a time.
•        Must have the ability to lift and carry small parcels, packages, and other items, and to walk short distances.

 Whitaker Corporation is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Whitaker Corporation will take steps to assure that people with disabilities are provided with reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact Matt Reiner at 724-334-7000 ext 214.