German Speaking Account Manager

Our client, a leading scientific and research business, requires a new Account Manager to cover Germany, (DACH Region).

This role can be located in London, Germany Switzerland, Austria, Belgium, or Netherlands but you must be a native German speaker.

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 the 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 of 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 or SaaS 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

French Field Sales Executive (UK Based)

Our client, a leading provider of information to the library markets, requires a new Field Sales Executive to cover the French library market, based in the UK.

This UK home based position will ideally be located around the South of the UK as weekly trips to France are needed.

Key Responsibilities:

  • Create and implement sales strategies and tactics for the territory.
  • Plan and attend customer meetings
  • Maximize sales through identifying customers’ needs, matching products to those needs, preparing and delivering sales presentations, writing proposals and closing sales
  • Represent the company at key industry events such as conferences, exhibitions and trade shows
  • Cultivate and maintain extensive product knowledge of a large and growing product list
  • Provide detailed sales reports and maintain customer and sales information via CRM systems
  • Uncover opportunities and solicit information from public and academic librarians, subject librarians, academic teaching staff and researchers through effective questioning and listening
  • Work closely with the rest of the sales team and with other departments such as marketing, customer services, customer care, sales support and product development by offering market feedback and intelligence

Skills & Experience:

  • Educated to degree level with three years’ field sales experience – consistently hitting plan
  • Field sales experience within the library market
  • Experience of and confidence in negotiating large contracts on a national basis
  • Good understanding of the world of academia
  • A customer-focused attitude with a consultative approach to selling
  • Excellent interpersonal skills with the ability to manage relationships between key stakeholders such as academics and librarians
  • The ability to communicate with all levels of personnel both internally and externally
  • Flexibility to adapt sales approach to suit the customer and product
  • Strong organisational skills with an enthusiastic and self-motivated approach
  • Excellent presentation skills
  • Ability to absorb and maintain extensive product knowledge
  • Proficient MS Office skills
  • Fluency in French and English.
  • Full Driving licence

Sales Manager – UK & Scandinavia

Morgan Healey Exclusive

Our client, a leading provider of information to the corporate and academic sectors, requires a Sales Manager based in the UK. 

You will be responsible for the development and performance of all sales activities in assigned market. Staffs and directs a sales team and provides leadership towards the achievement of maximum sales, profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base and contributes to the development of training and educational programs for National Account Managers and Senior National Account Managers.

Main Duties:

  • Manage a sales team of 5 Account Managers across UK, Ireland and Scandinavia
  • Business Development
  • Assist the Managing Director with reporting and publisher relations
  • Ensure Sales Processes are adhered to and improved where necessary
  • Work with the Finance Manager and Marketing Manager 

Skills & Experience

  • 5+ years of experience in Sales Management.
  • Proven ability to drive sales.
  • Experience with academic, government and corporate sales.
  • Strong understanding of customer and market dynamics and requirements.
  • Willingness to travel and work in a global team of professionals.
  • Must possess a full UK driving license with no endorsements
  • Ability, willingness and desire to perform National and International Travel

Behaviours:

  • Respect for others, both within and outside the company
  • Driven to achieve goals
  • Leadership – ability to lead teams and drive them to meet targets
  • Flexibility – able to lead effectively within an environment of ambiguity
  • Gently assertive
  • Able to work effectively as part of a team whilst encouraging and fostering teamwork
  • Open to others ideas and input
  • High level of interpersonal skills
  • Demonstrable ability to present ideas and take people with them
  • Flexible, adaptable and pragmatic

Strategic Client Director (Corporate/Life Science)

Morgan Healey Exclusive

Our client, a global information provider, requires a new Strategic Client Director for the Corporate/Pharma markets.

This role requires an established relationship and sales solution-driven professional. You will expand and maintain current client relationships at all levels while sourcing and developing new growth opportunities.

Ideally based in Germany, Holland or the UK.

Key Responsibilities:

  • Develop clear, winnable strategies that will enhance value and grow business
  • Through your contact with customers’ business and competition, develop leads for sales that provide quantifiable value of our solutions in terms of the customer’s financial strategy and ROI
  • Lead the customer account planning cycle and articulate and demonstrate products in relation to each strategic client’s business goals and expectations.
  • Actively identify opportunities to integrate customer and company strategies and synergies and leads Product staff to create compelling new offerings and sales.
  • Define team vision of influencing and coordinating the involvement of company staff (Sales, Support, Service and management resources) to meet account performance and aggressive growth objectives.
  • Proactively assess, clarify and validate customer needs and seek frank feedback on an ongoing basis.
  • Oversee customer satisfaction and own the measured improvement of customer loyalty.
  • Coordinate across the organization
  • Drive performance and aggressive growth objectives

Skills & Experience:

  • Demonstrated Business Development capabilities in the Life Sciences/Pharma space
  • History of strategic sales results and growth in revenue over time
  • Ability to actively engage and influence senior executives both internally and externally
  • Ability to provide thought leadership
  • Fluency in German would be preferred.
  • Demonstrated ability to manage others within the organization without authority
  • Experience effectively communicating and implementing strategies to achieve goals
  • Demonstrated industry credibility and business outcomes related to accounts
  • Consistently demonstrates execution excellence &; reports and deliverables on time, on target
  • Demonstrated execution of effective negotiations

Account Manager – Library Software

Our client, a leading provider of information-technology solutions for libraries and information centres, specialising in corporate, bio-medical, government and special libraries, is looking for a new Account Manager.

The role can be based in their Philadelphia office or home based on the East Coast or UK.

The client develops and provides integrated SaaS solutions, combining Technology, Content and Services in the areas of Discovery to delivery – Library & information centre portals – Authentication and access management.

We are looking for a qualified sales account manager to join our team. Reporting to the VP of sales and business development, you will be responsible for generating new sales, developing long-term relationships with customers and providing customer services and technical support. As an account manager, you should work to sell to new customers, satisfy customers’ needs and requests, respond to their queries in a timely manner and aspire to deliver a positive customer experience.

Key Responsibilities:

  • Generating new sales using existing and potential customer networks
  • Managing a portfolio of accounts to achieve long-term success
  • Providing first line technical support to accounts
  • Maintain open communication with customers to implement optimal solutions
  • Troubleshoot and resolve customer specific business and technical issues
  • Train customers to use products effectively
  • Report on the status of accounts and transactions

Skills & Experience:

  • Proven work experience as a SaaS/software sales or account manager in a relevant field; library software – an advantage
  • Hands on experience in sales and an ability to deliver an excellent customer experience
  • Knowledge and familiarity with the library and information sciences industry
  • Excellent communication and negotiation skills
  • Experience in web-related technologies (e.g. HTML, CSS, SQL queries, Proxy, etc.)
  • Ability to multi-task and work independently, organised and details oriented
  • Bachelor’s degree in a relevant field