HarperCollins Restructures Sales Force to Focus on Digital and Analytics

By Jeremy Greenfield, Editorial Director, Digital Book World, @JDGsaid

Responding to the new digital nature of the book business, HarperCollins has restructured its sales organization, moving analytics into the sales department, making several promotions and letting go of about half a dozen employees.

According to a company announcement from Josh Marwell, president of sales, the sales reorganization is meant to help the New York-based publisher analyze data more efficiently, price books more intelligently and better understand market dynamics. To that end, the sales analytics department will become part of the sales department.

Long-time HarperCollins supply chain senior vice president Frank Albanese will move into the newly created role of SVP, market insight and sales operations. Dan Lubart, who joined the company in December as SVP of sales analytics and pricing will continue in his role. Both will report to Marwell.

Doug Jones, who had previously been SVP of sales, will now be SVP, group sales director for general books, an expanded role where he will oversee print and digital strategy at the company.

The adult and children’s sales forces were also reorganized with SVP of sales Brian Grogan on the adult side and SVP of children’s sales Andrea Pappenheimer leading each team. In newly created vice president and director of sales roles, Mary Beth Thomas will report to Grogan and Kerry Moynagh will report to Pappenheimer on the children’s side. Most of the sales infrastructure at HarperCollins will report through those two vice presidents.

Much of the customer service leadership will be leaving HarperCollins. Dan Holod, vice president of customer service, and Gail Kunda, director of customer service, will be retiring on July 13. June Geiger will be taking over the department as director.

Others leaving the company this summer as a result of the reorganization include Jeff Rogart, who had been vice president and director of distributor sales and will be retiring at the end of August, Ken Berger, Mike Brennan, Mark Hillesheim, Kathy Smith and Jeanette Zwart, who will be leaving the company on July 20.

Concurrently with the announcement about the restructuring, company CEO Brian Murray wrote another announcement touting the company’s plan on the sales and marketing front going forward. In the memo, Murray cited HarperCollins 360, the hiring of U.S. and UK chief marketing officers and the hiring of U.S. and UK pricing experts.

Write to Jeremy Greenfield

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