Macmillan has overhauled its sales operations in what executive v-p of sales Jenn Gonzalez said is a move aimed to more closely align the sales division with the needs of Macmillan’s customers and its publishers.
Among the changes, the major account teams formerly known as Broadway and Fifth Avenue have been eliminated, and have been replaced by a single trade unit headed by John Edwards, who has been promoted to the newly created position of v-p, trade and Canada sales. He will be responsible for the adult national accounts teams for Barnes & Noble, BAM, Indigo, and Canada, as well as the telephone sales team.
Brian Heller, who had been v-p, director of sales, Fifth Avenue, has been named to the newly created role of v-p, academic, library, wholesale, and international. In this role, he will assume responsibility for the international sales team, continue his oversight of the academic and library marketing teams, and oversee the adult wholesale account team.
Gonzalez has also reshaped the special markets area, with the entire team—retail, gifts, corporate, premium, and wholesale—placed under Alice Baker, who has been promoted to v-p, special markets, premium retail, retail, and wholesale, reporting directly to Gonzalez. Also gaining more responsibility is Laura Pennock, v-p, adult mass merchandise sales, who will now also oversee the management of the distribution sales team, with Liz Tzetzo reporting to her.
In the digital space, Tom Stouras, senior v-p, online digital sales operations and analysis, will now also oversee Macmillan’s e-book sales team, and will continue to manage the Amazon team and the sales and operations team.
The field sales unit will remain intact under the direction of Ken Holland, who will now report to Gonzalez directly. Also continuing to report to Gonzalez are Jen Edwards, v-p, children’s sales; Malati Chavali, v-p, sales strategy; and Heather Moscola, executive associate.
As a result of the reorganization, three sales executives will be leaving Macmillan: Jeff Capshew, v-p, director of Broadway sales; Jaime Ariza, v-p, special markets; and Becky Wik, key account executive for mass merchandise.
Gonzalez was named executive v-p of sales last August, replacing Alison Lazarus, who moved to the Hachette Book Group. Since her appointment, Gonzalez said, she has been reviewing Macmillan’s sales operations to respond to Macmillan’s growth and to changes in the publishing industry. “These changes will allow us to create cohesive sales strategies for our accounts and publishers, to be more responsive to their needs, and to better position us for the continued growth of Macmillan,” she said in a statement.
