Director of Sales & Marketing

Morgan Healey Exclusive 

Our client, a leading provider of tools and services to the research community to help them discover, share and communicate research, requires a new Director of Sales & Marketing. 

You will manage staff in both the UK and US, as well as a number of sales agents around the world. The position will involve leading the sales, outreach, customer service, marketing, and communications & PR teams by example, across the business and its component products to subscribers in academic and corporate institutions and their researchers, authors and research funders. Whilst some of the products currently have a life sciences focus, it is anticipated that all the products will increasingly focus across all areas of research.

The successful individual will have significant experience of sales and marketing within the scholarly publishing industry. Familiarity with a broad range of marketing approaches from print marketing to online advertising, conference and event marketing, and social media would be beneficial. The person will be a very proactive hands-on individual with plenty of energy who can generate ideas and is not afraid to test new approaches. They will be highly organized and an excellent all-round communicator who is willing to roll up their sleeves and get actively involved when appropriate.

Skills & Experience: 

  • Experience of the scholarly publishing sector (ideally STM, but not essential)
  • Knowledge and experience of selling to librarians and information science managers.
  • Knowledge and experience of a wide range of marketing approaches.
  • Dedication, enthusiasm and a real drive to succeed in a challenging market.
  • Experience of effectively managing a sizeable budget, including setting and achieving targets.
  • Excellent all-round communication skills and a high degree of computer literacy.
  • Proven staff and team management skills, developing team members effectively.
  • Excellent organizational skills with an ability to work to tight deadlines and react quickly to changing priorities.
  • An ability to think quickly and creatively in order to respond to road-blocks.
  • A high degree of comfort with presenting to clients and others in person or by telephone/WebEx. 
  • Proven ability with PowerPoint. 
  • Experience of using CRM tools.
  • An ability to work effectively with colleagues in other departments.
  • A good level of numeracy, with the ability to translate financial goals into effective campaigns.
  • A strong eye for detail and accuracy
  • Experience of handling multiple complex projects

Regional Sales Manager – France

Our client, a leading healthcare publisher, requires a Regional Sales Manager for France based out of Paris. You will manage and develop business in the assigned sales territory and drive the key accounts to C level customers.

Key Responsibilities:

  • Maximizing renewal sales and achieving increased account penetration with existing clients in the academic, medical, government and corporate sectors in the designated region.
  • Identifying new opportunities with new customers within your assigned region.
  • Inputting all of the sales opportunities into the supplied CRM Tool – to develop and manage your regional sales pipeline to ensure achievement of monthly, quarterly and annual sales goals.
  • Maintaining agreed sales activity targets for face to face calls and strategic phone calls on a monthly basis.
  • Developing strategic relationships with key accounts including clinical staff, senior hospital management, senior librarians, academic faculty as well as other influencers in the sales process.
  • Submitting weekly and monthly reports detailing sales projections, pipeline and activity levels.
  • Prepare and implement territory and key account plans in and work within assigned travel budgets.
  • Attend trade shows, sales meetings and industry events as required.

Skills & Experience: 

  • Strong track record with a number of proven years sales experience in both account management and new business – ideally gained from selling in the library / information market.
  • Proven track record of achieving sales targets.
  • Experience negotiating complex sales including consortia and government tenders.
  • Comfortable establishing contact and selling to all levels in the organization including physicians, medical librarians and senior figures.
  • Willing and able to travel extensively within the territory as well as International company meetings.
  • Able to think outside the box and confident in expressing ideas.
  • Excellent communication, presentation and interpersonal skills.
  • Able to build rapport with people easily, at any level, and develop long term relationships.
  • Well organized and with a strong attention to detail.
  • A team player, able to work autonomously as and when required
  • Strong knowledge of, and understanding, of a CRM system e.g. Salesforce.com – or similar
  • Confident presenting to a diverse audience
  • Excellent IT skills

Institutional Business Development Manager USA

Our client, a large Higher Education publisher requires a a new Institutional Business Development Manager who will be responsible for market intelligence, sales strategy, process and the HE institutional model for an innovative product portfolio in the US.

With the product team based in the UK, you will be the first team member based in the US to pioneer the sales and business development work for the new portfolio of products. You will lead business development and sales activities for new products aimed to support academic skills and research with big data. You will identify and meet with purchasing decision makers for the HE institution, learn of their needs and work to achieve market fit with the their products. You will also play a key role with the product development team, feeding market intelligence back to base to support the ongoing product development to achieve best product / market fit.

Key Responsibilities:

  • Building market intelligence to inform sales strategy: Understanding the market and how institutional funding works, identifying target budgets and decision makers, segmenting the market, hypothesis testing different institutional models
  • Responsible for closing sales and achieving a sales target
  • Market intelligence to inform product development – accurately record, synthesise, interpret and share market intelligence back to the team with an eye to optimising product / market fit and product profitability
  • Close collaboration with product teams to make sure that product and sales strategies are aligned
  • Developing and evolve strategic institutional sales plan
  • Building up sales process and pipeline, working with the CRM to grow our database of contacts and prospects, and developing sales collateral, including email templates, proposals, RFP responses, customer licenses. Developing post sales process to understand what is needed to renew and upsell
  • Compelling product demo skills: building a narrative, pitch and demo for digital products and creating compelling content for presentations
  • Collaborating with product teams to develop product pricing strategies, customer implementation and support plans
  • Work within quarterly goals structure to flex to evolving needs and market understanding

Experience:

  • Strong understanding of sales methodology and needs based selling (essential)
  • Experience selling into HE institutions (essential)
  • Experience selling software (essential)
  • Ability to develop relationships over the phone and in person (essential)
  • Strong negotiator and great questioner (essential)
  • Independent worker with experience as a self manager, self starter, preferably in a start-up environment
  • Strategic thinker who has experience developing strategic sales plans – Excellent team player
  • A problem solving approach
  • Potential to become a team leader as well as a team player.

Library Sales Manager Germany

Our client, a leading publisher, requires a Library Sales Manager based in Germany to cover the DACH region. This can either be office based or home based in Germany. 

You will be responsible for their top-tier library suppliers, by further developing existing customer relationships and expedite target group specific products, sales and marketing measures to increase sales, margins, market share and customer loyalty.  

Key Tasks: 

  • Identification and evaluation of growth-promoting business models and the subsequent creation of possible implementation plans for individual strategies
  • Creation and implementation of distributions plans including the complete control of condition negotiations of existing and new customers and subsequent documentation and evaluation
  • Identification of key products of each customer in cooperation with our marketing for the generation of customised marketing measures
  • Professional key account management through comprehensive support of individual customers in close cooperation with other sales colleagues
  • Regular results presentations and control of success through cost/benefit analyses of our products including the further development of new product ideas and potentials in close cooperation with the marketing and the individual editorial offices

Skills & Experience:

  • You have extensive professional experience in DACH distribution as well as two to three years of well-founded sales experience, preferably in a scientific publishing house and/or library system or rather bookselling trade.
  • You work organised, efficient, structured and with secure prioritisation
  • You have a good technical understanding and the ability to quickly familiarize yourself with the in-house systems (Sales Force, K & P) and electronic forms of publication.
  • You are familiar with MS Office applications, especially Excel.
  • You have negotiation skills, presentation skills and the willingness to travel regularly.
  • You are enthusiastic about your areas of responsibility, represent them accordingly professionally inwards and outwards and get a fresh look at the daily routine.
  • You speak and write fluently English and German.

Head of Business Development

Our client, a growing software business, that offers a cutting edge platform and scientific writing services to publishers, requires a new Head of Business Development. 

Our client already has an impressive client list of STM publishers, and requires someone to develop business across Europe for their new interactive writing platform.

You will target customer are Heads of Marketing, Marketing and Communication Managers, Content Marketing Managers etc… They work on all of our target market segments: Science Publishing, Biopharma, Chemicals, ICT, Energy, CleanTech.

The ideal candidate would have connections in science publishing as well as STEM multinationals. 

Their role would be to take on the establishment of a pan-European sales strategy and its implementation, targeting mainly large scholarly publishers, large multinationals (in life sciences, ICT, energy, cleantech, chemicals) as well as pan-European research organisations.

You will also set up a sales operation covering priority territories like Belgium (Brussels), Switzerland, Scandinavia, Germany and France, Spain and Italy as well as the UK. 

Profile: 

  • Preference would be for someone with a background in science publishing sales and some marketing experience. 
  • The ideal candidate would have connections in science publishing as well as STEM multinationals. 
  • They would have at least one additional European language in additional to English with a preference for German or Dutch.