German Speaking Account Manager

Our client, a leading scientific and research business, requires a new Account Manager to cover Germany, (DACH Region).

This role can be located in London, Germany Switzerland, Austria, Belgium, or Netherlands but you must be a native German speaker.

We are looking for a consultative sales professional, with a good balance of account management and new business skills. The post holder will be responsible for managing a defined ‘book of business’ in the DACH Region. This will involve building strong relationships with customers in order to both retain and upsell the product portfolio.

There will be a focus on net new business and this could include selling to new prospects in the region, as well as existing customers. The customer mix is typically a blend of research-intensive universities, government research institutes and research funders.

You will ideally have an understanding of this scientific and academic research ‘ecosystem’. The Country Account Manager will have a comprehensive understanding of any federal or state-level research agenda in order to drive and develop a productive sales strategy in their region. A requirement is to be competent with solution selling principles and practices and demonstrate a high level of professionalism to both clients and work colleagues. Previous experience of managing consortia relationships is a plus.

Candidates will have a proven ability to develop new business and revenue streams within their territory and will have further developed existing accounts for new business opportunities in new buying centres.

Sills & Experience: 

  • Degree required
  • Prior academic or SaaS sector experience preferred
  • Fluent in English & German
  • Minimum of 5 years sales experience in a consultative selling environment. Ability to manage and generate revenue from existing customers.
  • 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
  • Excellent written verbal, interpersonal, presentation and training skills.
  • Excellent telephone manner and face to face customer skills.
  • The ability to deal with a wide range of customers and adapt value prop accordingly
  • A good team player/self- starter with the ability to work using own initiative.
  • Ability to communicate complex technical information to both small and large groups and to handle questions in a commercially astute and sensitive manner.
  • Well organized and disciplined with regards to policy, procedure, and standards.
  • To demonstrate individual drive and determination to succeed
  • Effective decision-making skills
  • Good organizational skills with the ability to set priorities and be flexible to change
  • Experience of working under pressure and with minimum supervision.
  • Ability to identify problems and apply creative solutions.
  • Able to Travel

Content Director

Morgan Healey Exclusive:

Our client, a leading provider of up to date/critical information to the hospital market requires a new Content Director. 

The Content Director will have ultimate responsibility for all content under the client's hospital division. You will oversee a global network of contributors that help form the core products on the platform. 

Overall Accountability:

  • Ensures core content and medico-legal products are reviewed regularly by appropriate experts
  • Provides direct editorial control over content
  • Extend core content range to maximise revenue
  • Contribute to digital product development in support of the company's mission
  • Contribute to the relationships with third party technology partners
  • Identify and implement positive change and challenge within the organisation, whilst contributing to the wider sector
  • Manages and develops the team, building a high performing team that operates transparently and in line with the core values.
  • Builds and maintains effective partnerships and communications with stakeholders
  • Supports the Senior Management and leadership team to maximise sales opportunities

Skills & Experience:

  • Experience in medical writing or scientific publishing
  • Experienced managing a global network of authors/writers/contributors 
  • Excellent team player
  • Excellent Communication & Customer Service
  • Strong managerial qualities, leadership and strategic management.
  • Prepared to work unsocial hours and to travel extensively within the UK and abroad to deliver the company's vision

Sales Engineer, Technology Consultant – Nordics

Our client, a world leading information supplier, requires a new Library Service Engineer (Sales Engineer, Technology Consultant) to cover the Nordics.

Ideally based in Norway, Sweden or Finland you will be the primary technical advisor and product advocate for the regional Sales team and most important customers; and responsible for UI customizations and extensions, API integration, and small app development.

The Library Service Engineers (LSE a.k.a. Sales Engineer, Technology Consultant) are dedicated to increasing sales and adoption of the company technology enabled products internationally by supporting the local sales team.

KeyResponsibilities:

  • Regional/Market authoritative expert on technology aspects of the Software as a Service (SaaS) platform functionality, competition, trends.
  • Conduct pre-sales presentations (to small and large audiences) and clear written responses to Requests for Information (RFI) or related inquiries.
  • Create and manage demos, prototypes, and documentation (e.g. app instructions, regular status updates to management).
  • Establish strong relationships with Sales & Customer Support teams and customer staff; supporting the evaluation/trial process, initial post-sales support/nurturing, troubleshooting and resolving customer specific advanced technical issues.
  • Contribute to the app development process with varying levels of: customer requirements definition, coding, testing, documentation, and management.

Skills & Experience:

  • Minimum two (2) years of progressive experience in either System Librarianship, Consulting, Product Management, or related field.
  • Experience and excellence in presenting as well as written communication describing details for technology, Internet, or software application products to internal and external audiences and various levels of management.
  • At least 1 programming language (HTML, JavaScript, React with Redux, Node.js development)
  • Candidates who have worked in an academic setting would be ideal
  • Must speak English
  • Must speak a Nordic language (ideally Swedish)
  • Ability to travel approximately 50% of time to regional and international locations.

French Field Sales Executive (UK Based)

Our client, a leading provider of information to the library markets, requires a new Field Sales Executive to cover the French library market, based in the UK.

This UK home based position will ideally be located around the South of the UK as weekly trips to France are needed.

Key Responsibilities:

  • Create and implement sales strategies and tactics for the territory.
  • Plan and attend customer meetings
  • Maximize sales through identifying customers’ needs, matching products to those needs, preparing and delivering sales presentations, writing proposals and closing sales
  • Represent the company at key industry events such as conferences, exhibitions and trade shows
  • Cultivate and maintain extensive product knowledge of a large and growing product list
  • Provide detailed sales reports and maintain customer and sales information via CRM systems
  • Uncover opportunities and solicit information from public and academic librarians, subject librarians, academic teaching staff and researchers through effective questioning and listening
  • Work closely with the rest of the sales team and with other departments such as marketing, customer services, customer care, sales support and product development by offering market feedback and intelligence

Skills & Experience:

  • Educated to degree level with three years’ field sales experience – consistently hitting plan
  • Field sales experience within the library market
  • Experience of and confidence in negotiating large contracts on a national basis
  • Good understanding of the world of academia
  • A customer-focused attitude with a consultative approach to selling
  • Excellent interpersonal skills with the ability to manage relationships between key stakeholders such as academics and librarians
  • The ability to communicate with all levels of personnel both internally and externally
  • Flexibility to adapt sales approach to suit the customer and product
  • Strong organisational skills with an enthusiastic and self-motivated approach
  • Excellent presentation skills
  • Ability to absorb and maintain extensive product knowledge
  • Proficient MS Office skills
  • Fluency in French and English.
  • Full Driving licence

Sales Manager – UK & Scandinavia

Morgan Healey Exclusive

Our client, a leading provider of information to the corporate and academic sectors, requires a Sales Manager based in the UK. 

You will be responsible for the development and performance of all sales activities in assigned market. Staffs and directs a sales team and provides leadership towards the achievement of maximum sales, profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base and contributes to the development of training and educational programs for National Account Managers and Senior National Account Managers.

Main Duties:

  • Manage a sales team of 5 Account Managers across UK, Ireland and Scandinavia
  • Business Development
  • Assist the Managing Director with reporting and publisher relations
  • Ensure Sales Processes are adhered to and improved where necessary
  • Work with the Finance Manager and Marketing Manager 

Skills & Experience

  • 5+ years of experience in Sales Management.
  • Proven ability to drive sales.
  • Experience with academic, government and corporate sales.
  • Strong understanding of customer and market dynamics and requirements.
  • Willingness to travel and work in a global team of professionals.
  • Must possess a full UK driving license with no endorsements
  • Ability, willingness and desire to perform National and International Travel

Behaviours:

  • Respect for others, both within and outside the company
  • Driven to achieve goals
  • Leadership – ability to lead teams and drive them to meet targets
  • Flexibility – able to lead effectively within an environment of ambiguity
  • Gently assertive
  • Able to work effectively as part of a team whilst encouraging and fostering teamwork
  • Open to others ideas and input
  • High level of interpersonal skills
  • Demonstrable ability to present ideas and take people with them
  • Flexible, adaptable and pragmatic