Business Development Manager (Books)

Our client, a global books business, requires a new Business Development Manager covering Europe, based in London.

You will drive the strategies for growth and customer acquisition, customer retention, content acquisition and revenue in the UK and EU.

Key Repsponsibitlies:

  • Identifies and nurtures business opportunities in existing and new markets in the UK & EU that support growth targets.
  • Works with the leadership team to define the strategy for new business efforts and that will drive customer, content and revenue growth.
  • Uses sales and other data to formulate a thorough understanding of the business, revenue drivers and opportunities.
  • Develops marketing strategies and campaigns to target and retain clients and organizations serving authors in the UK and EU
  • Develops the competitive landscape of providers serving the independent author and publisher segments in ROW 
  • Works with management and team leaders to prepare and deliver complex presentations, proposals, quotes and contracts. Negotiates contract terms with prospective clients.
  • Coordinates closely with Marketing, directing the development of materials needed to support sales activities, training activities, trade show participation and other events that drive revenue. Responsible for creating UK and EU specific customer messages related to price increases or changes to terms of service.
  • Works with management, IT, and product leadership to develop and deliver solution-based proposals, new features.
  • Acts as an account manager for critical new lines of business, maintaining general oversight of projects, including schedule, budget, and creative parameters.
  • Works with Developers and Designers to ensure their efforts align with strategic and revenue goals.
  • Performs annual evaluations of business development efforts.

Skills & Experience:

  • Bachelor’s degree
  • 5 years experience in Books publishing, with emphasis on technology for content delivery
  • Oral and written communication skills
  • Negotiation skills
  • Knowledge of principles and methods for showing, promoting, and selling products or services to include marketing strategy and tactics, sales techniques, and business analysis.
  • Knowledge of and ability to utilize traditional and digital marketing skills, and measuring ROI on marketing campaigns.
  • Financial analysis skills
  • Ability to develop viable budgets for projects
  • Problems solving skills
  • Ability to meet deadlines and project milestones
  • Personal computing skills to include Macintosh and PC platforms
  • Knowledge of branding and marketing principles
  • Ability to be flexible/multi-task based on workflow demands.
  • Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations.
  • Attention to detail.
  • Ability to maintain full time work schedule during normal company 

Sales Manager German (SaaS)

Morgan Healey Exclusive

Our client, a leading provider of software and customer management systems to magazine & news publishers across Europe, requires a new Sales Manager for Germany. The position is brand new and offers a great opportunity to someone that is ambitious, driven, with entrepreneurial flair.

As a Sales Manager, you are responsible for the entire sales process, from first customer contact to signed contract. Furthermore, you are expected to drive sales revenue through maintaining and developing strong relationships with current and new customers.

You have the ability and enjoy developing offers that contribute to sales growth and increased customer satisfaction.

You will be responsible for selling solution software and professional services to new publisher prospects.

The role includes prospecting, meeting, negotiating, and closing deals. You will be self-motivated and have experience working with B2B sales.

Skills & Experience:

  • Minimum 5 years of proven B2B solution selling/sales experience/Saas.
  • A proven track record in successfully prospecting, negotiating and closing SaaS sales.
  • Demonstrated history of meeting or exceeding quarterly and annual sales goals and quotas.
  • Excellent communication (verbal and written), interpersonal, and presentation skills in English and German.
  • Must be able to work independently and manage own activities to reach stated goals while maintaining detailed records and forecasts.
  • A high level of energy, self-motivation, and a passion for success.
  • The ability to think creatively, solve complex problems, make sound business decisions and direct and drive change initiatives
  • Working knowledge of Microsoft office products
  • Accurately track and record customer communications and sales activities and targets via Salesforce CRM

Print Book Sales Executive – STM

Our client, a leading membership organisation and publisher, requires a new Print Book Sales Executive to grow sales of print book product through effective management of global channel relationships, including direct sales via web, third party print agent, resellers, academic and corporate customers.

Working closely with marketing and commissioning to ensure regular information flow across all global channels, regarding products, promotions and pricing.

You will raise profile of print books through customer visits, trade events, agent sales conferences and other appropriate engagement strategies. Monitor sales performance and identify threats/opportunities to deliver on annual print revenue targets.

Skills & Experience:

  • STM Publishing experience would be an advantage.
  • Proven track record in academic book sales
  • Excellent negotiation, presentation and communication skills
  • Good numeracy skills as well as the ability to analyse and communicate sales data
  • Proficient with MS Office, internet, CRM databases
  • Ability to develop effective relationships
  • Results and detail orientated
  • Proven sales and team working skills
  • Understanding of print publishing processes

European Sales Director

Morgan Healey Exclusive

Our client, a global library software provider for research libraries and higher education, requires a new European Sales Director.

The European Sales Director for Enterprise and Education sales is responsible for establishing relationships and acquiring customers with a primary focus on higher education research, higher education instruction and secondary focus on industry, healthcare and government research.

The successful candidate will establish relationships with key decision makers in targeted organisations in scientific research functions, scientific instruction, instruction support, research and instruction administration and IT.

You will be responsible for generating leads and managing the sales process in order to acquire new customers. We are seeking sales professionals who have a strong record of success managing and achieving sales goals. This role is UK/European territory and will operate from a home office with frequent travel to customer institutions

Skills & Experience:

  • Bachelor's degree plus at least 5 years related experience, or equivalent combination of education and enterprise level sales experience with scientific software to the academic & research markets.
  • Experience selling enterprise SaaS based solutions within a complex sales process.
  • Ability to develop a deep understanding of company products as well as the needs of science instruction at the university level & research data management in academic/ government/corporate and research.
  • Able to operate in a team selling environment and engage high-level decision makers.
  • Strong record of establishing relationships with new accounts and hitting performance objectives.
  • High level of enthusiasm.
  • Strong selling and negotiation skills.
  • Strong problem-solving skills; able to manage several projects simultaneously, function well in a fast-paced environment and coordinate effectively with other team members.
  • Demonstrate excellent written and verbal communications skills. Experience presenting products in person
  • Experience working with CRM software applications.
  • Willingness for frequent travel, as well as flexibility to work infrequent evenings and/or weekends.

Inside Sales Representative

Our client, a leading STM Publisher, requires a new Inside Sales Representative who will be part of a large successful international sales team.

The Sales Rep will work closely with the Senior Sales Executive to promote and proactively sell all Publishing products to consortia and Universities, to ensure achievement of sales targets.

You will gain experience across a variety of sales channels and develop the skills necessary for a successful business career within Sales. 

We need someone that is confident and commercially focussed individual with excellent communication skills. Ideally with 1-2 years' of experience in scientific publishing or related sectors. You should be results-focussed with the ability to manage a variety of tasks including client interaction, desk research and data capture.

Skills & Experience:

  • 1-2 years STM Publishing sales experience
  • Educated to degree level.
  • Ability to present effectively and confidently to large groups.
  • Must possess strong analytical skills.
  • Work effectively with cross-departmental colleagues.
  • Experience of Excel / PowerPoint / Word is essential.
  • Experience of CRM tool such as Salesforce is desirable.
  • Good interpersonal and communication skills are essential.