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Director of Business Development USA

Morgan Healey Retained Assignment
Salary: Six Figure Basic + Bonus

Our client, a leading STM publisher, requires a new Director of Business Development focussing on the USA.

We require a commercially minded individual with proven experience and success in business development across the academic/research publishing landscape. It's vital that you have experience in Open Research and exposure to funding organisations in the USA.

Key Responsibilities:

  • Leading on business development in the research sector  of the organisation; development of revenue lines through driving centralised agreements with HE institutions, funders and other research organisations.
  • Achieving and exceeding annual targets, delivering revenue and supporting profit objectives for the Research business unit
  • Designing a 3-year business plan for the Americas territory (US, Canada, and LATAM), ensuring that activity is both relevant and flexible to the evolving sector landscape over time
  • Identifying and executing commercially strategic projects relating to quality improvement and the effectiveness of sales operations
  • Reporting monthly to key stakeholders on sales progress and the business environment, enabling responsiveness to both the micro and macro trading conditions
  • Actively liaising with other stakeholder departments or groups within the business to enhance coverage in partnership with the business unit
  • Representing the business unit externally e.g. on working party groups or through networks, maintaining a presence and information gathering role on the scholarly environment
  • Refining customer facing sales materials and to feedback market and customer insights

Skills & Experience:

  • Significant experience working in a sales / business development environment, with an understanding of the role of business development and lead generation for long-term success
  • Considerable knowledge of the Open Science/Research space; funding organisations, the academic publishing industry and the wider scholarly eco-system **This is essential if you want to apply**
  • An existing network of senior contacts and established relationships with scholarly institutions and funders.
  • Experience of taking a lead on commercial projects to deliver against objectives, including a focus on driving new business
  • Familiarity with key business models and customer needs
  • Excellent networking skills to keep internal stakeholders involved in all areas of planning, as well as building external relationships for a strong commercial pipeline
  • The ability to influence, drive for results and establish a clear agenda for their function
  • Resilience to pursue negotiations over an extended period with applicable committees and negotiating bodies
  • Strong ability to communicate appropriately and with enthusiasm, both upstream and downstream within the organisation, and externally with key customers
  • The ability to work independently and pro-actively, with awareness of when to make use of the wider infrastructure around them
  • Target driven approach and the skills to manage and deliver on sales plans
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