Sales Manager – Europe

Our client, a global publisher that provide research resources to the library market, requires a new Sales Manager for Europe.

You will develop and implement a coherent regional sales strategy and to effectively manage the European sales team to maximise sales within the territory and meet the company goals for revenue and profit across the product portfolios.

Key Accountabilities:

  • Achieving annual territory billings goals through sales team management
  • Maximising sales within each country market and sales representative territory
  • Ensuring Sales Reps achieve required call rates for both library and academic contacts over the course of the year and confirm they understand which resources best map the institutions needs to maximise sales.
  • Effectively recruit, lead, manage and develop a high performing sales team across Europe
  • Contribute to the development of a coherent sales strategy for all territories in the region
  • Effectively implement sales and business

Essential Requirements:

  • Successful sales management experience gained within the academic library market
  • Proven track record in managing consistent excellence in sales performance through others
  • Sales management experience in European countries
  • Proven track record in developing outstanding sales personnel (recruiting, coaching, training, motivating and managing)
  • Ability to lead and build a team during a period of expansion
  • Strong track record in collaboration with colleagues at all levels and across business units/geographically
  • Excellent interpersonal, negotiation and communication skills
  • Ability to negotiate large national deals in partnership with a sales representative
  • Must be a highly motivated and well organised individual
  • Strong IT proficiency
  • Excellent Presentation skills

UK Sales Manager

Our client, a leading Educational publisher, requires a new Sales Manager Higher Education for the UK & Ireland. 

The Sales Manager can be home based and reports to the Head of Sales for UK & Europe. You will be responsible for developing and implementing sales strategies and effectively managing the UK sales team to maximise sales and meet the company billings goals across the HE & FE product portfolios.

Key Responsibilities:

  • Achieve billings targets for the UK through effective line management of the 3 inside sales consultants and 6 field-based consultants, ensuring each consultant maximises their territory sales and billing goals though achievement of call rate targets and effective resource mapping to their institutions.
  • Effectively recruit, lead, manage and develop a high performing sales team across the UK
  • Contribute to the development of a coherent sales strategy for all territories in the region by supporting the Head of Sales for UK & Europe in preparing, maintaining and present sales forecasts, and devising strategic methods for expanding sales and implementing a customer care strategy for further growth
  • Effectively implement sales and business strategy by handling specific new business or renewal proposals (Enterprise and Digital) and making commercially sound price quotation recommendations in consultation with the Head of Sales for UK & Europe
  • Identify and contribute to the genesis of new business development opportunities by actively exploring commercial opportunities to develop partnerships with HE institutions and affiliated organisations at institutional, faculty and departmental level across the region, whilst monitoring competitor activity across the region, including wins, sales strategies and personnel

Skills & Experience: 

  • 5 years’ sales experience, ideally within the information or publishing industry
  • An understanding and practical application of consultative selling
  • Ability to negotiate large institutional deals
  • Able to manage and develop outstanding sales personnel (recruiting, coaching, training, motivating and managing)
  • Strong track record in collaboration with colleagues at all levels and across business units/geographically
  • Excellent interpersonal, negotiation, presentation and communication skills
  • Demonstrable ability and track record in communicating with and selling to senior decision makers within HE and FE institutions
  • Must be a highly motivated and well organised individual
  • Ability to demonstrate and champion digital assets
  • Strong IT proficiency
  • Educated to degree level

Sales Manager – UK, Ireland & Scandinavia

Our client, a global publisher and services provider, requires a UK Sales Manager for the UK and Scandinavia. This is a UK home based role. 

This division of the company provides services and solutions to organisations such as university presses, societies and individual authors. They publish journals, books, conference proceedings and a variety of other publications, either in OA or Paid Access. 

Working with the Head of Sales you will be responsible for generating new sales of publishing services to societies (including learned societies, universities, research institutes, academies of science, conference organizers).

Key Responsibilities:

  • Presentation and sale of publishing services to societies
  • Organization of promotional events and meetings with potential customers
  • Management of customer relationships in order to generate new business opportunities
  • Building and updating databases of potential customers
  • Sales and business reporting to supervisors

Skills & Experience:

  • A university degree
  • 2-5 years of sales experience in Software as a service (SAAS) OR Higher education, STM Publishing
  • Ideally the candidate will have a minimum of 2 years' experience selling to the UK academic market.
  • A motivated, self starter, results-oriented personality
  • Strong interpersonal skills for successful interaction with customers
  • Native or nearly native English – Any Scandinavian language is not required
  • Ability and desire to travel extensively (35%-40%) and to work from home office
  • Excellent knowledge of MS Office (Word, Excel, PowerPoint, Outlook)
  • Driving license