Sales & Marketing Director – IOP Publishing

Morgan Healey Retained Assignment 

IOP Publishing, one of the worlds most prestigious learned society publishers, requires a new Sales & Marketing Director, reporting directly to the Managing Director.

As Sales and Marketing Director you will set and deliver the global sales and library marketing strategy. As such, your primary responsibility is delivering the agreed revenues, profit, growth and market share, ensuring you are delivering the right mix in the right markets at the right margin.

The role provides leadership and direction to direct reports within the sales and marketing leadership team, ensuring it is effectively run to deliver the strategy, as well as providing leadership oversight to the wider sales and marketing organisation.

Success in this role will be achieved through effective interplay between functions, some of which may not be within the direct span of control of the jobholder such as Sales Operations which sits with the Finance Director and Author and Product Marketing which sits with the Publishing Director.

As one of the five executive members of the Board of Directors, the Sales and Marketing Director is integral to developing and driving the company's overall strategy and decision-making and is one of its key public faces.

Skills & Experience:

  • Educated to degree level
  • An active member of relevant industry associations 
  • Credible and known in the industry – This is very important, we need someone with extensive industry experience!
  • A strong, proven track record of leading high-performing global teams to deliver academic or enterprise sales and marketing success
  • Up to date understanding of the current STM market and landscape
  • A deep understanding of the academic library market
  • Strong commercial acumen with the ability to seek out and close growth opportunities
  • Exceptional communication skills both verbal and written
  • First-class interpersonal, presentation and stakeholder engagement skills
  • A skilled leader and coach
  • Adaptability, with the ability to work effectively with a variety of situations, individuals or groups
  • The ability to think creatively, solve complex problems, make sound business decisions and direct and drive change initiatives

UK Sales Manager – Higher Education

Our client, a leading Educational publisher, requires a new Sales Manager Higher Education for the UK & Ireland. 

The Sales Manager can be home based and reports to the Head of Sales for UK & Europe. You will be responsible for developing and implementing sales strategies and effectively managing the UK sales team to maximise sales and meet the company billings goals across the HE & FE product portfolios.

Key Responsibilities:

  • Achieve billings targets for the UK through effective line management of the 3 inside sales consultants and 6 field-based consultants, ensuring each consultant maximises their territory sales and billing goals though achievement of call rate targets and effective resource mapping to their institutions.
  • Effectively recruit, lead, manage and develop a high performing sales team across the UK
  • Contribute to the development of a coherent sales strategy for all territories in the region by supporting the Head of Sales for UK & Europe in preparing, maintaining and present sales forecasts, and devising strategic methods for expanding sales and implementing a customer care strategy for further growth
  • Effectively implement sales and business strategy by handling specific new business or renewal proposals (Enterprise and Digital) and making commercially sound price quotation recommendations in consultation with the Head of Sales for UK & Europe
  • Identify and contribute to the genesis of new business development opportunities by actively exploring commercial opportunities to develop partnerships with HE institutions and affiliated organisations at institutional, faculty and departmental level across the region, whilst monitoring competitor activity across the region, including wins, sales strategies and personnel

Skills & Experience: 

  • 5 years’ sales experience, ideally within the information or publishing industry
  • An understanding and practical application of consultative selling
  • Ability to negotiate large institutional deals
  • Able to manage and develop outstanding sales personnel (recruiting, coaching, training, motivating and managing)
  • Strong track record in collaboration with colleagues at all levels and across business units/geographically
  • Excellent interpersonal, negotiation, presentation and communication skills
  • Demonstrable ability and track record in communicating with and selling to senior decision makers within HE and FE institutions
  • Must be a highly motivated and well organised individual
  • Ability to demonstrate and champion digital assets
  • Strong IT proficiency
  • Educated to degree level

Business Development Manager EMEA

Our client, a leading global provider of technology solutions and services for content publishers (including corporate & education), requires a new Business Development Manager to cover EMEA.

The main role will be to acquire new customers for the entire range of solutions and services. Specifically:

  • Develop new business opportunities and acquire new organisation logos; this may develop into handling client accounts, once penetrated and setup
  • Execute all sales activities right from prospecting through closure and ensure hand-offs to tech teams
  • Solution and consultative approach required
  • Cold-calling to prospective clients
  • Build short/medium/long-term sales pipeline in accordance with targets
  • Update CRM and provide detailed activity reports
  • Attend weekly regional and global sales team meetings via phone and/or webex
  • Keep up to date with scholarly publishing and eLearning trends from editorial and production areas to content delivery.
  • Attend industry events
  • Execute assigned activities related to events where exhibiting or organizing.
  • Maintain a volunteer position and network at various Industry bodies such as STM, and other Tech types

Skills & Experience:

  • Bachelor’s degree or higher from an accredited college or university or equivalent.
  • 4+ years of demonstrated high level achievement in business development and/or new business sales within the publishing and / or eLearning landscape or software industry.
  • Consultative selling approach preferred
  • Has excellent written and oral communication skills
  • Must be able to hit the ground running by immediately setting up key meetings
  • Proven experience in driving the entire sales cycle from prospecting to closure
  • Must have excellent verbal and written communication skills including the ability to provide professional level presentations to small and large audiences.
  • Proficiency with using MS Office tools and CRM like Salesforce.com
  • Ability to multitask and work well under pressure
  • Participate in industry conferences
  • Willing to travel as required

2x Territory Sales Director APAC

Morgan Healey Exclusive

Our client, a global healthcare information company, requires 2 new Territory Sales Director. One to cover China & Japan and the other to cover Indonesia.

Reporting to the established Australian office, we need a motivated sales professional that has a network dealing with the hospital and medical sector within the territory. You will be responsible for building up the company’s presence within the region, selling content licenses to hospitals, developing agent and distribution channels and create a long terms strategy for growth in the region. This is a new role for the company as they move into the APAC market.

Key Responsibilities:

  • Create and implement a robust strategic sales plan for the region.
  • Identify and recruit a network of distributors or agents in the region.
  • Take personal responsibility for larger Consortia and National deals
  • Act as the ambassador for the business across the territory.
  • Proactively develop new ideas to increase sales opportunities across the whole
  • Develop and maintain systems to support the sales process • Prepare sales reports and analysis for internal review
  • Travel to major conferences and sales visits as necessary

Skills & Experience:

  • University degree preferred
  • Extensive experience in healthcare/medical information within the region
  • Knowledge of hospital purchasing processes
  • Established network within the region, Ideally with a good network of agents and distributors.
  • Excellent negotiating, communication and presentation skills
  • Highly organised and detail oriented

European Sales Manager (Library/Healthcare)

Morgan Healey Exclusive:

Our client, a global provider of innovative cloud-based software is looking for a European Sales Manager based in the UK, covering EMEA. This is a field sales position, with face to face interaction as well as via phone and email.

The ideal candidate will have experience selling software solutions to libraries across the academic sector, with initial focus on Academic Health Science Libraries, as well as Hospitals, Societies, and Government agencies throughout the EMEA. 

We require a self starter sales person with a rolodex of library contacts within the STM/Library space and ideally have experience dealing with SaaS subscription sales.

Key Responsibilities:

  • Negotiate the sale of company products and services to assigned library accounts in EMEA and achieve assigned new business and renewal quota
  • Focus on customer retention by proactively engaging customers and supporting as needed
  • Gather competitive market and industry intelligence from assigned accounts and geography to be communicated and shared organizationally
  • Facilitate pre-sales and post sales customer training to assigned accounts through internal methods and staff
  • Deliver relevant, customized proposals that meet the specific need of the customer
  • Communicate market feedback and product information with sales, marketing and customer success developments
  • Identify key accounts and key consortia partners to maximize awareness
  • Site visits to key organisational leads
  • Attendance at major industry conferences and events
  • Engage prospects via high quality telephone and email correspondence

Skills & Experience: 

  • Demonstrated record of success in academic and/or enterprise sales
  • Minimum of 5 years successful library sales experience
  • Experience within academic STM market (especially health and medical) preferred
  • Strong work ethic
  • Proficient in Microsoft Word, Excel, PowerPoint, Google Docs, and various database applications
  • Excellent written and oral communication skills, including excellent public presentation skills
  • Superior time management and organizational skills
  • Creative, competitive and strategic sales demeanor in formal and informal interactions.