Senior Account Manager, Sales and Account Management

5 months ago

Victoria, Canada Abebooks Inc. Full time
AbeBooks is a world leading marketplace for rare and collectable booksellers. We are looking for a Senior Account Manager (SAM) with a passion for books and collectibles to help us realize our vision to be the world’s preferred site for buying and selling used and collectible books. The SAM will help set the long-term strategy for AbeBooks in this space by immersing themselves into the rare book world and building trust and long lasting relationships with partners. The role requires visionary thinking and a relentless drive to foster long-term growth.

The SAM will define and scale a strategy for partner management, unlock the potential of institutional buyers, and create programs with partner teams to work with high value buyers as growth multipliers. This will require an entrepreneurial attitude towards building programs from the bottom up. They should be comfortable switching contexts, energized by people, and relish the prospect of mentoring others.

Internally, the SAM will forge strong partnerships with stakeholders teams in product, operations, and marketing. They will help to define the long term direction of AbeBooks in the rare and collectable space, supporting go-to-market strategies, change management, and seller marketing strategies. The role will sit on a tenured team of international account managers who will be key partners in implementing strategies, processes and mechanisms that will foster business growth and improve the experience for association sellers globally. This role may require some occasional travel to trade fairs and events in North America.

Key job responsibilities
* Develop long-term strategic relationships with association partners to forge a path for future category growth

* Drive topline and revenue growth in Collectable business

* Work with partners to extend reach & drive adoption of AbeBooks products and services

* Develop and standardize processes for partner management

* Develop and execute against a comprehensive category plan in partnership with the account management team.

A day in the life
A typical day for the Senior Account Manager starts with cross-office collaboration with colleagues based in Germany. The team will be working on program goals, business reviews, or coming together as part of a larger group to discuss a specific project. The day will then be split between working on new business development, and developing or executing on strategies to grow the rare and collectable business. In this role there will be regular external meetings with sellers, prospective business partners, or other high value customers. A portion of the day may also be dedicated to working with partner teams on execution (e.g. Marketing, or Product), or aligning with stakeholders on the direction of an intiative that they are driving.

About the team
Sales & Account Management team owns seller acquisition, business growth, and manages key accounts & partners. We work to improve the experience for all selling partners through programs and partnering with Marketing and Product teams. We continuously work to optimize seller inputs and to improve selection availability to AbeBooks buyers. We have a deep knowledge of our core customer base, and work tirelessly to drive seller success and improvements to the seller experience. The team is distributed across two locations (Victoria, BC, and Munich, Germany), and we strive to maintain strong communication channels to foster effective collaboration.

BASIC QUALIFICATIONS

- 6+ years experience in a sales or business development role
- Experience dealing directly with small and medium business owners
- Knowledge of e-commerce, rare bookselling, and collecting
- Experience working with institutions
- Experience building programs from scratch
- Proven track record in creating business relationships, both virtually and in-person
- Experience developing business growth strategies
- Experience working with data and defining KPIs to measure success
- Bachelor’s degree in business or a related field

PREFERRED QUALIFICATIONS

- MBA or Master’s Degree
- Experience in influencing senior leadership through customer driven insights
- Experience working across functional teams and senior stakeholders
- Additional language competencies (e.g. German, French or Spanish)

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