ELT Sales Executive – UAE and Oman

Our client, a leading ELT publisher, requires a Sales Executive for the UAE and Oman. You will promote all learning products and solutions to educational institutions such as private and government schools, colleges, universities, vocational training organizations and private language schools in the assigned territory to maximize revenue and achieve agreed annual sales goals.

Key Responsibilities:

  • Identifying significant new business and adoption opportunities and plan strategies and tactics to win the business.
  • Visiting key educational institutions as appropriate within the territory to promote all relevant products and solutions in digital and print format.
  • Achieving required daily and weekly call rates
  • Building customer contact and activity data on CRM system
  • Working with key resellers, bookshops and distributors as required, promoting new products, delivering product and market training to their staff where necessary
  • Arranging, preparing and delivering presentations to key contacts or decision makers as required.

Skills & Experience:

  • Substantial experience working within a Sales role.
  • Fluency in English (native-speaker or near native speaker proficiency).
  • Excellent interpersonal, communication and presentation skills.
  • Highly motivated and well organised individual with good time management and planning skills
  • Excellent written and verbal communication skills
  • Strong Microsoft Office, CRM and database skills.
  • Frequent travel throughout territory and occasional travel outside of territory.

Country Account Manager – Germany

Our client, a leading STM Publisher requires a new Country Manager to cover Germany, based from their London office. We are looking for a consultative sales professional, with a good balance of account management and new business skills. 

The post holder will be responsible for managing a defined ‘book of business’ in DACH Region. This will involve building strong relationships with customers in order to both retain and upsell the product portfolio

There will be a focus on net new business and this could include selling to new prospects in the region, as well as existing customers. The customer mix is typically a blend of research-intensive universities, government research institutes and research funders. You will ideally have an understanding this scientific and academic research ‘ecosystem’.

The Country Account Manager will have a comprehensive understanding of any federal or state-level research agenda in order to drive and develop a productive sales strategy in their region. A requirement is to be competent with solution selling principles and practices and demonstrate a high level of professionalism to both clients and work colleagues. Previous experience of managing consortia relationships is a plus. Candidates will have a proven ability to develop new business and revenue streams within their territory and will have further developed existing accounts for new business opportunities in new buying centres.

Sills & Experience. 

  • Degree required
  • Prior academic sector experience preferred
  • Fluent in English & German
  • Minimum of 5 years sales experience in a consultative selling environment.
  • Ability to manage and generate revenue from existing customers.
  • A customer-driven approach and good customer management skills.
  • Commercial acumen, with a proactive and creative approach to looking after the needs and concerns of customers
  • Excellent written verbal, interpersonal, presentation and training skills. Excellent telephone manner and face to face customer skills.
  • The ability to deal with a wide range of customers and adapt value prop accordingly
  • A good team player/self- starter with the ability to work using own initiative.
  • Ability to communicate complex technical information to both small and large groups and to handle questions in a commercially astute and sensitive manner.
  • Well organized and disciplined with regards to policy, procedure, and standards.
  • To demonstrate individual drive and determination to succeed
  • Effective decision-making skills
  • Good organizational skills with the ability to set priorities and be flexible to change
  • Experience of working under pressure and with minimum supervision.
  • Ability to identify problems and apply creative solutions.
  • Able to Travel 

Open Access Sales & Marketing Manager

Our client, a leading global academic publisher, has an exciting opportunity for an Open Access Sales and Marketing Manager to support their Journals business, based in their Beijing office.

This position is responsible for the development, promotion and sales of Open Access publishing across China. A core part of the role includes promotion of Open Access services to the research community, as well as assisting in the development of sales strategy and product development. The successful candidate will have the opportunity to input into the direction, scope and development of the role moving forward.

Key Responsibilities:

  • Implementing an Open Access sales and marketing strategy that identifies opportunities for growth in the territory in line with year revenue targets
  • Approaching institutions and research funding bodies to promote our Open Access programme and explain possible funding schemes
  • Successfully negotiating and agreeing sales proposals and new sales schemes in line with the global Open Access strategy
  • Developing the expansion of Open Access pre-payment schemes within the region
  • Attending meetings and conferences to build relationships 
  • Maintaining a good overall knowledge of developments in the region and the market, working with the sales team to identify possible opportunities
  • Producing regular reports on activities and development opportunities
  • Prospect for new customers in countries that are developing their Open Access mandate
  • Maintaining relationships with stakeholders to achieve sales targets & maximise customer satisfaction
  • Maintaining and updating the CRM system, Salesforce.com
  • Taking responsibility for projects within the Journals Sales Department and the wider company where coordination between departments is needed to increase communication and match goals

Skills & Experience:

  • A proven track record of managing successful sales campaigns
  • Proven evidence of achieving targets
  • Demonstrable experience working in a Sales or Marketing position
  • Excellent knowledge of Open Access and initiatives within the region
  • Excellent organisation, negotiation, presentation and communication (both written and verbal) skills
  • The ability to be a key influencer within the team
  • Project leading skills
  • Ability to work independently and as part of a team
  • Positive attitude and adaptability
  • Excellent People management skills

Director of Business Development, North America

Our client, a leading SAAS business requires a new highly motivated and entrepreneurial individuals who enjoys the thrill of closing new business with a customer centric approach.

The Director, Business Development will be responsible for proactively identifying and targeting potential customers and winning business. Individuals with a creative approach to problem solving and strong analytical skills will thrive in this exciting new opportunity.

Key Responsibilities:

  • Drive sales growth by expanding the portfolio of customers and products in the corporate markets.
  • Use industry insights in order to identify new business opportunities and markets.
  • Negotiate and close business with a customer centric focus.
  • Build strong customer relationships through a high level of interaction including site visits/conferences/presentations/telephone/email.
  • Demonstrate competence and knowledge of company products and platforms and maintain awareness of current global technology and information industry trends as well as competitive and market intelligence.
  • Produce sales/business reports and maintain a healthy sales pipeline.
  • Ability to work with numerous individuals on a daily basis to manage sales and marketing campaigns, address customer service issues, and identify custom solutions in order to achieve individual and group sales targets.
  • Responsible for client satisfaction, and revenue with a focus on profitability improvements aligned with objectives.
  • Experience utilizing CRM systems to track account activity and territory progress.
  • Ability to travel extensively both domestically and internationally.

Skills & Experience:

  • A strong understanding and previous experience in the Scientific, Technical, and Medical (STM) publishing market.
  • Should have a minimum of 15years’ experience in the publishing field either heading the business development division of a competitor or in senior positions in major publishing houses.
  • Experience with solution-based, consultative selling to corporate libraries or research organizations.
  • Self-motivated and willing to continuously improve client relationship management through pursuit of customer-service excellence.
  • Ability to drive new sales and establish business relationships.
  • Proven track record of successfully identifying prospects and navigating them through the sales cycle.
  • Experience with complex contract negotiations and proposal development.
  • Ability to effectively react in dynamic, customer-facing situations.
  • Excellent presentation skills. Must possess experience presenting to groups of peers, management and clients.
  • Self-directed and motivated with an entrepreneurial spirit.

Senior Account Manager – France

Our client, a leading STM publisher, requires a new Senior Account Manager who will be responsible for account development with the  objective of maximizing revenue, product uptake, usage, and customer satisfaction with key accounts in France. 

The Senior Account Manager is closely aligned with a regional sales team ensuring that the optimal approach to the customer is achieved. Additionally, the Senior Account Manager is seen as a trusted advisor by both the customer and the sales team and has an industry wide reputation as an expert in the field.

Key Responsibilities:

  • Sustain rapport with high revenue, key accounts by making regular visits; exploring specific needs; developing new opportunities.
  • Develop and maintain relationships with customers further to ensure loyalty and increase share of wallet.
  • Determine and analyze needs of key customers; partner internally and externally to deploy marketing actions to meet these needs.
  • Monitor and drive customer usage and satisfaction.
  • Provide leadership and guidance to the other members of the Account Development team and work with them to enhance and further their knowledge and skills.
  • Develop and conduct customer focused training programs.
  • Develop new tactics and ways of analysis to best address the various issues faced by customers.
  • Enhance objection handling information based on knowledge gained. Instigate and prepare up-selling opportunities using web analytics tools, market research and customer relationship marketing tactics.
  • Align strongly with the sales group to create added value and build the ongoing relationship with the account and ensure follow up on customer needs.
  • Develop image as a trusted advisor to customers and sales, and work towards being seen as an industry expert within the STM community and display this by speaking as part of the program of important industry events.
  • Launch new eProducts (e.g. e-Book archive) successfully with your key accounts to create early adaptors.
  • Work with customers across all markets Academic, Government and Corporate.

Skills & Experience:

  • Minimal 7 years’ experience in account development or related marketing/sales experience.
  • Multi-cultural awareness.
  • Excellent spoken and written knowledge of French and English.
  • Must possess previous Account Development experience within STM industry.
  • Product and/or Library marketing experience required.
  • Experience working with sales organizations required.
  • Candidates should demonstrate excellent leadership, entrepreneurial spirit, communication skills and a desire to work in a high-energy, goal-oriented environment.
  • The position requires the ability to work independently, manage multiple assignments simultaneously, anticipate required activities/tasks, and work according to changing priorities and deadlines.
  • Proven to define and lead projects, experience in developing long-term product strategies & roadmaps.
  • Strong communication / negotiation skills Financially aware and analytical Ability to partner with different levels and units throughout the organization
  • Ability and willingness to travel frequently, approximately 45-50%.