Account Director, Publisher & Associations

Our client, a leading scientific publisher and information provider, requires a new Account Director Publisher & Associations, based in the UK or on the East Coast USA.

Reporting to the Global Sales Director, the role of the Account Director is to manage and grow the Publisher & Associations Sales business in the assigned territory. This position is responsible for the development and execution of new business and retention strategies in conjunction with the Global Sales Director for the customer segment.

The successful candidate will be responsible for executing the sales strategy, building relationships, both internally and externally, to ensure the business meets and exceeds its targets, is critical to success. The strategy should result in accelerated sales growth through new customer acquisition and maintaining strategic relationships with the current client base to build long-term customer loyalty and upsell opportunity. This is a great role for an entrepreneurial sales professional to capitalize on a strong brand and product base.

Skills & Experience:

  • Proven track record selling services, technology and information solutions to publishers and societies
  • Proven ability to work well in a globally-matrixed environment, collaborate across multiple stakeholder groups and influence all levels within an organization in order to drive results
  • Ability to manage and generate revenue from existing customers with 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
  • Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities accordingly
  • Has demonstrated ability to deal with the ambiguity and fluidity that comes with a business that is in transformation
  • Excellent written, verbal, interpersonal, presentation, management and training skills
  • Proven ability to collaborate across multiple departments and influence at all levels, from end-users to C-Suite

Director of Sales (Academic & Government)

We have a great opportunity for an experienced Director of Sales to join a global publisher covering Australia and New Zealand.

You will manage a team of Regional Sales Managers to drive and achieve new sales and order renewal objectives. This role reports to the VP of Sales for the region and is a strategic stakeholder in the management team. The role ensures the promotion of a collaborative environment and effective partnership between Regional Sales Managers, Accounts Executives and stakeholders throughout the company.

Key Requirements:

  • The role is responsible for the profitable achievement of sales objectives within Australia, New Zealand and Pacific Islands in the academic & government territories.
  • Responsible for driving business growth and profitable achievement of sales objectives. Responsible for their sales team’s sales productivity and directs their effort in order to have the greatest overall impact on company results.
  • As products are sold on a subscription basis the development and support of lasting relationships and achieving 99% retention of customers is expected by the Director and all of the team.
  • Responsible for managing all aspects of running an efficient sales team including recruitment, on-boarding, training, supervision, coaching, motivating and disciplining the team.

Skills & Experience:

  • Bachelor’s degree in business or sales & marketing, operations management, communication, or other related field
  • Demonstrable experience in leading the implementation of sales strategies that improve and consolidate business position
  • 7+ years of experience in sales in comparable industries with 4 years in senior management
  • Ability to plan and manage at both strategic and operational levels
  • Outstanding consultative selling abilities Proven sales growth achievements in previous roles
  • Strong system and process re-engineering experience Leader with demonstrated decision-making and team building skills
  • Excellent interpersonal skills with a focus on teamwork and collaboration
  • Results driven
  • Strong organizational and time management skills
  • Ability to work with a wide range of technologies
  • Ability to travel 50% of time when required

Library Sales Manager DACH

Our client, a leading academic publisher requires a Library Sales Manager to cover the DACH region for 12 months.

Key Responsibilities:

  • Reach and aim to exceed agreed sales targets for territory.
  • Develop and manage a full territory calling plan in advance, to ensure all key customers receive a face to face visit.
  • Collaborate with Library marketing to present territory plans and strategies for driving growth in all products.
  • Ensure full understanding of product portfolio is reached by completing internal training programme to an acceptable level.
  • Present key market and competitor feedback to internal stakeholders.
  • Provide efficient and informed responses to customer enquiries and technical issues.
  • Maintain CRM system in a timely manner, to ensure pipelines and opportunities are kept up to date.

Skills & Experience:

  • Experience in publishing sales and/or the Library environment is desirable, and a basic understanding of both Library markets and publishing would be helpful, though not essential.
  • An understanding of consultative sales skills and needs based questioning would be advantageous.
  • Fluent in German and English
  • Excellent presentation skills are a must.
  • Advanced level proficiency in Excel and an understanding of commercial CRM systems, especially Salesforce.com, plus a sound knowledge of word and outlook is essential.

Books Sales Director, China

Our client, a leading scientific publisher, requires a new Sales Director for their Books division. This new, key role is responsible for directing and leading all Print books sales in the China market.

You will lead and motivate the Sales and Sales Support Teams and develop strategies designed to ensure the widest possible sale of Books in the market.

Key Responsibilities:

  • Lead the sales team across the China region
  • Responsibility for budget and revenue growth
  • Select and highlight priority book product to the sales and marketing teams, to maximise sales
  • Monitor and appraise performance of Sales and Sales Support team, maximising resources to ensure company is operating at its’ peak
  • Ensure effective operational liaison with Marketing, Editorial, Rights, Production, Operations, and Journals teams
  • Keep alert to market competitors and changes in the market and highlight any such changes with proposed actions, to relevant senior stakeholders in the business
  • Oversee the relationship with channel partners, for example online retailers
  • Maintain regular contact with key importers and ensure opportunities are fully explored and maximised
  • Oversee agreement of proposals and negotiation of terms agreements
  • Provide industry intelligence and competitive analysis of competing products and purchasing options of our customers.
  • In conjunction with editorial and marketing, create product pricing and packaging strategies.
  • Keep informed of current and future product offerings

Skills & Experience:

  • Broad knowledge of and interest in the Academic and Professional publishing industry and market competitor landscape for English-language Academic and Professional publications
  • Experience of building, leading and managing Sales teams and Trade channels in China, often at long-distance
  • Strong understanding of best commercial practice in local markets
  • Strong sales and leadership skills and ability to maximise performance
  • Experience of working with external and internal senior stakeholders, and acting as representative on key committees and lobbying groups
  • Strong influencing and communication skills

Higher Education Learning Consultant

Our client, a leading educational publisher, requires a new Higher Education Learning Consultant covering the Midlands and Northern UK.

You will promote key products and solutions in Higher Education institutions in the assigned sales territory to maximize revenue and achieve agreed annual sales goal, through all channels but primarily through direct sales of new print and digital adoptions to institutions and academics.

Skills & Experience:

  • Excellent interpersonal, negotiation and communication skills
  • Must be a highly motivated and well organised individual
  • Strong IT proficiency
  • Proven track record of sales success in the educational publishing industry and/or selling digital and print products with a minimum 1 years of field sales experience
  • Experience of sales in the relevant territories
  • Degree educated preferred
  • Excellent written and verbal communication skills
  • Organised and good time management and planning skills
  • Must be a highly motivated and well organised individual
  • Clean driving licence
  • Strong Microsoft Office, CRM and ERP skills.