Morgan Healey Exclusive
Our client, a leading STM publisher requires a new Business Development Manager EMEA. Reporting to the Sales and Marketing Director, the position will focus on generating new subscription income in key markets within the EMEA region as well as building strong relationships with existing customers, ensuring strong renewal income.
This is a direct sales role and whilst some of the products currently have a life sciences focus, it is anticipated that all the products will increasingly focus across all areas of research. The Business Development Manager EMEA will input into product development roadmaps based on direct customer and market feedback. Success in the role requires a passion to engage with the market, be visible in the communities served, and to be hands-on in developing a strong pipeline of opportunities.
The successful individual will have significant experience of business development within the scholarly publishing industry or software sales to the academic community and/or to the biopharma industry. The successful candidate has a proven track-record of building strong relationships at library and faculty level. The person will be a very proactive hands-on individual with plenty of energy who can generate ideas and is not afraid to test new approaches. They will be highly organized and an excellent all-round communicator who is willing to roll up their sleeves and make a difference.
Key Responsibilities:
- Implementing a strategy for achieving new and renewal sales targets in EMEA Define key target markets within EMEA and develop target institution accounts plans, engaging with multiple stakeholders at each institution to maximize ROI
- Maintain and develop a strong sales pipeline and achieve income targets Provide regular reporting on all activities and progress to targets
- Conduct a minimum of 100 site visits per annum
- Represent the company at conferences, exhibitions and events
- Appoint, manage and motivate agents
- Prepare proposals and negotiate agreements
- Manage customer service and retention of existing accounts
- Work with marketing and product development colleagues to build value proposition descriptions, key messages and sales ROI stories
- Keep current with changes in the wider digital publishing and scholarly/professional
Skills & Experience:
- At least 5 years' experience in business development, preferably in scientific, scholarly publishing or software sales to the academic community and/or biopharma industry
- Excellent verbal and written communications skills required in both English and at least one additional European language
- Strong track record of commercial success, confidently working at library, faculty, and C-suite level
- A first degree in a relevant discipline, or equivalent
- Dedication, enthusiasm and a real drive to succeed in a challenging market
- A high degree of comfort with presenting to stakeholders and others in person or by telephone/WebEx. Proven ability with PowerPoint
- Experience of using CRM tools
- An ability to work effectively with colleagues in other departments
- Strong written, verbal and presentation skills and consensus- and relationship-building skills
- Excellent negotiating skills
- The ability to work under pressure and meet deadlines and targets
- Self-motivated, with strong self-organizational skills