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Marketing and Sales Director | University of California Press


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Reporting to the Director, the Marketing & Sales Director at UC Press is responsible for developing and executing a clearly defined sales, marketing and communication and strategy across all product lines that supports consistent revenue growth and enhances the reputation of UC Press. This position is responsible for planning, organizing, staffing, training, and managing all sales and marketing functions to achieve UC Press objectives of sales, growth and visibility while ensuring a consistent message and position consistent with UC Press’s mission.

The Marketing & Sales Director will have a track record of delivering sales results. They will also be well versed in a range of sales and marketing strategies, the rapidly changing trends in scholarly publishing and innovations in digital publishing and technology, knowledge of competitors, and the broader trends driving change in UC Press’s core markets. They will have demonstrated the ability to think and act strategically while demonstrating the hands-on skills to create and implement innovative and effective marketing and sales campaigns through their staff.

The Marketing & Sales Director also serves as part of the senior management team at UC Press responsible for developing long-range direction and business strategies for UC Press as a whole, and assuming oversight management of selected long-range projects as determined by the Director.


50% Management of Marketing and Sales Teams: Oversee the development and execution of all marketing strategies and implement tactical plans that meet and exceed goals across UC Press’s major channels Measure the effectiveness of the sales and marketing functions and implement improvements as required. Coach, mentor and raise the team’s ability to deliver and exceed expectations. Develop and coordinate sales selling cycle and methodology. Analyze and evaluate the effectiveness of sales, methods, costs, and results. Direct market channel development activity and lead management of both internal and external (third-party) sales teams including establishing sales territories, quotas, and goals with the appropriate sales managers. Direct sales forecasting activities and sets performance goals accordingly. Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness. Oversee the creation of annual sales and marketing department budgets and financial plans; set and evaluate operational goals and performance standards; evaluate effectiveness of marketing and sales strategies and campaigns. Working with the Finance Department, provide regular and ad-hoc detailed sales reporting and analysis for the Director, management team and Board of Directors. As a member of the Publishing Meeting, participate in decisions about products to be placed under contract and the overall direction of the publishing program.


30% Sales and Marketing Strategy and Planning: Develop and implement strategic marketing plans and sales plans and forecasts to achieve or exceed revenue goals are met or exceeded, and of generating profitable revenue growth across market channels for new and existing product and content portfolios at UC Press in alignment with UC Press’s mission and vision. Lead the development and implementation of sales strategies and processes that drive desired sales outcomes for each of UC Press’s core market segments. Hire sales teams (internally or contract) to establish market presence and success of new product lines for the institutional and higher ed markets. Create a culture of success and ongoing goal achievement. Promote positive relations with partners, vendors, customers and distributors.


20% Collaborative Strategic and Operational Management of UC Press: Working collaboratively with the rest of the management team, develop long-range goals and business strategies for the Press as a whole. Assume oversight for selected projects as determined by the Director. Participate in publishing decisions and policy development for Press-wide programs. Seek out strategic partnerships, new business development opportunities, alternative publishing channels, and new technology applications to maximize service to both content providers and to customers, and to optimize revenue and business success. Drive external communications strategy in collaboration with the management team and consistently disseminate high-level messaging through multiple channels in support of Press objectives. Actively represent and promote the interests of the Press throughout the higher education and scholarly publishing community, and engage in leadership activities within the industry. Play an active role in and support the work of the UC Press Foundation. Participate in UC Press Board of Directors meetings.

Required Qualifications

  • Minimum 10 years’ experience in marketing and sales, including at least 7 years in sales roles (to include sales management), and a track record in meeting targets and objectives.
  • Minimum 5 years’ experience in progressively senior management roles.
  • Strong analytical, planning, forecasting and budgeting/financial skills.
  • Innovation and entrepreneurial ability to successfully develop strategies that meet UC Press’s mission, quality and business goals.
  • Advanced verbal, written, presentation and negotiation skills.
  • Demonstrated interpersonal skills to establish and maintain strong working relationships with a wide variety of internal and external stakeholders.
  • Strong people management skills including demonstrated success with hiring, developing, coaching and retention.
  • Demonstrated ability to lead and implement change.

Preferred Qualifications

  • Experience in scholarly publishing.
  • Knowledge of all aspects of scholarly publishing with an emphasis on sales strategy and tactics, and on the key trends driving market change.


  • Bachelor’s degree in related area and / or equivalent experience / training.


Salary: The recommended salary range is $140, 000 – $165,000 commensurate with experience.

Benefits: For information on the comprehensive benefits package offered by the University visit: Benefits of Belonging



Please be prepared to attach a cover letter and resume with your application.


The first review date for this job is October 2, 2021. The position will be open until filled.


Background Check Process: Successful completion of a background check is required for this critical position. Background check process at UCOP

Smoke Free Work Environment: The University of California, Office of the President, is smoke & tobacco-free as of January 1, 2014. UC Smoke & Tobacco Free Policy.


The University of California, Office of the President, is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age or protected veteran status. EEO/AA Employer UC Nondiscrimination Policy.

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