Sales is a dynamic department which acts as the interface between publishing and the routes to market for all our books. A typical entry-level job into sales would be in Sales Admin, supporting one of the Key Account Managers or Sales Managers/Directors, either in UK or International Sales (where a knowlegde of languages is preferred). This type of role could include a wide variety of jobs including retailer liaison, dealing with enquiries from the public, preparing presentations and sending out proofs and finished copies to customers. The Key Account Management team is responsible for selling and securing promotional space across a wide range of retail head offices including airports, supermarkets, chain booksellers, wholesalers and independents. It is likely at this level that KAMs would also be involved internally in marketing and author focus meetings. Field reps are based throughout the UK, and sell books directly to book shops and local wholesalers in their areas and also check compliance in other accounts such as supermarkets.
Sales works closely with marketing and publicity as the information that they provide will directly affect how the book is to be sold. It is important to gain a good knowledge of the industry and the marketplace in order to obtain the optimum amount of sales revenue. Good interpersonal skills are a must as a large part of the job is meeting a wide variety of people both internally and externally. It is also important to have strong communication and negotiation skills. A large part of any sales position would involve reading and learning about the books as it is important to be well-informed in order to give a credible and persuasive sales pitch.
When I left university I taught history in a school in Santiago de Chile for a year. On my return I started with a major pharmaceutical company on their graduate training scheme, selling soft drinks to gyms and football clubs in my role as Regional Accounts Manager. However, the role was not what I was looking for and since I’ve always had a love of books I started to look at sales roles within the publishing industry. I came across an advert for the Random House job in The Grocer.
Publishing sales is entirely different from any other kind of sales. You are dealing with a constantly changing product which requires a different sales strategy for each author. It’s also hugely creative as I’m asked for my opinion on anything from whether we should acquire a book through to its jacket design and our marketing strategy. As a result I really feel like my input is valued and I’m having a direct impact on the process.
The atmosphere at Random House is relaxed and informal although everyone is working hard. Because of its federal structure, the group has a wide range of imprints which attract a wide range of people. That’s what makes working here so interesting.
I did a degree in history, and I think this prepared me well for a role in sales. It meant I was used to reading and synthesising large volumes of information and was used to presenting my views in small-group settings. But mostly I have a genuine passion for books, and this is essential.
