Account Director, Publisher & Associations

Our client, a leading scientific publisher and information provider, requires a new Account Director Publisher & Associations, based in the UK or on the East Coast USA.

Reporting to the Global Sales Director, the role of the Account Director is to manage and grow the Publisher & Associations Sales business in the assigned territory. This position is responsible for the development and execution of new business and retention strategies in conjunction with the Global Sales Director for the customer segment.

The successful candidate will be responsible for executing the sales strategy, building relationships, both internally and externally, to ensure the business meets and exceeds its targets, is critical to success. The strategy should result in accelerated sales growth through new customer acquisition and maintaining strategic relationships with the current client base to build long-term customer loyalty and upsell opportunity. This is a great role for an entrepreneurial sales professional to capitalize on a strong brand and product base.

Skills & Experience:

  • Proven track record selling services, technology and information solutions to publishers and societies
  • Proven ability to work well in a globally-matrixed environment, collaborate across multiple stakeholder groups and influence all levels within an organization in order to drive results
  • Ability to manage and generate revenue from existing customers with 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
  • Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities accordingly
  • Has demonstrated ability to deal with the ambiguity and fluidity that comes with a business that is in transformation
  • Excellent written, verbal, interpersonal, presentation, management and training skills
  • Proven ability to collaborate across multiple departments and influence at all levels, from end-users to C-Suite

Director, Northern Europe / Germany

Morgan Healey Retained Assignment 

About the Optical Society: 

Since 1916, OSA has been the world’s leading champion for optics and photonics, uniting and educating scientists, engineers, educators, technicians and business leaders worldwide to foster and promote technical and professional development.

Through publications, events and services, the Optical Society is helping to advance the science of light by addressing the ongoing need for shared knowledge and innovation.

Scope of Activities:

The Director, OSA Europe, is responsible for developing, building and sustaining relationships and connections with OSA members and customers in northern Europe. The individual’s focus will be on implementing the stated strategic direction for the OSA European office and increasing volunteer engagement across all of the major OSA programs within Europe.

Position Summary:

The Director, OSA Europe works with all pertinent internal and external stakeholders to achieve greater volunteer engagement in the European market, specifically northern Europe. The individual in this position will develop and cultivate relationships with a variety of diverse stakeholders, including, but not limited to members, librarians, government officials, volunteers, companies and OSA’s European based partners. Success will be measured by increased engagement levels with specific stakeholder groups from the current base level as specified in the Success Metrics section of the European Office Business Plan.

This employee will, with the direction and support of the home office, serve as a face of OSA in Europe. He/she will need to be successful in building relationships not only with external customers and partners, but also with the society staff based in the US.

As one of the two primary contacts and front line role for growing OSA’s engagement and visibility in Europe, this position will travel frequently to visit members of the community, institutions, agencies and other sites of interest to OSA as well as participate in and network at conferences.

This is an exciting role for the Society as they continue to build out their outreach in Europe adding to the additional hire last year. This role would suit a candidate that is outgoing, well networked and able to act as an ambassadorial figure for the Society, building strong relationships and raising the Society's profile within Europe

Skills & Experience:

  • Seven to ten years or more of relevant experience in business development and working with a scientific society
  • Bachelor’s degree required. Higher level degree in science or engineering preferred.
  • Multilingual would be an advantage, but not essential
  • Strong interpersonal skills to facilitate positive engagement with the community and other OSA staff
  • Strong interpersonal skills to facilitate positive engagement with volunteers and staff
  • Effective written and oral communication and analytical skills.
  • Ability to meet multiple deadlines, coordinate details and work independently required.
  • Proven organizational and presentation skills.
  • Ability to work collaboratively with US based colleagues in a timely manner from a remote location. 
  • Excellent project and time management skills.
  • High energy level.
  • Knowledge of business and management principles. 
  • High level of professionalism.
  • Proficiency in all MS Office applications. 
  • Ability to travel 40-50% of the time required.

Director of Sales (Academic & Government)

We have a great opportunity for an experienced Director of Sales to join a global publisher covering Australia and New Zealand.

You will manage a team of Regional Sales Managers to drive and achieve new sales and order renewal objectives. This role reports to the VP of Sales for the region and is a strategic stakeholder in the management team. The role ensures the promotion of a collaborative environment and effective partnership between Regional Sales Managers, Accounts Executives and stakeholders throughout the company.

Key Requirements:

  • The role is responsible for the profitable achievement of sales objectives within Australia, New Zealand and Pacific Islands in the academic & government territories.
  • Responsible for driving business growth and profitable achievement of sales objectives. Responsible for their sales team’s sales productivity and directs their effort in order to have the greatest overall impact on company results.
  • As products are sold on a subscription basis the development and support of lasting relationships and achieving 99% retention of customers is expected by the Director and all of the team.
  • Responsible for managing all aspects of running an efficient sales team including recruitment, on-boarding, training, supervision, coaching, motivating and disciplining the team.

Skills & Experience:

  • Bachelor’s degree in business or sales & marketing, operations management, communication, or other related field
  • Demonstrable experience in leading the implementation of sales strategies that improve and consolidate business position
  • 7+ years of experience in sales in comparable industries with 4 years in senior management
  • Ability to plan and manage at both strategic and operational levels
  • Outstanding consultative selling abilities Proven sales growth achievements in previous roles
  • Strong system and process re-engineering experience Leader with demonstrated decision-making and team building skills
  • Excellent interpersonal skills with a focus on teamwork and collaboration
  • Results driven
  • Strong organizational and time management skills
  • Ability to work with a wide range of technologies
  • Ability to travel 50% of time when required

Head of Content Development

Our client, a leading professional publisher based in London, requires a new Head of Content Development.

You will focus on driving delivery excellence across the Content Development team and tracked adherence to the editorial guidelines. This will be achieved by ensuring project management best practice, drafting and editorial expertise, strong stakeholder management and collaboration are core competencies of the team to successfully support the consensus-based standardisation development processes

Key Responsibilities:

  • Develop and manage a successful editorial project management and programme management centre of excellence
  • Create a high performing, empowered, lean culture within the Content Development team.
  • Build a team environment which encourages open feedback during the project / programme delivery process and drives informative and right-focused communication to internal and external stakeholders throughout.
  • End responsible for the high quality and timely delivery of the programmes and projects managed by the team. Working with the Content Development Delivery Managers, provide operational guidance and support, with a focused and structured approach to embedding the editorial governance policies and the standardisation process throughout the project lifecycle.
  • Partnering with the Services commercial team, report monthly the project revenue milestones achieved in-month and forecast the adherence to the planned project timeline and budget in a timely manner.
  • Build a scalable resource model that accommodates the peak and trough of the project-based workload, collaborate with the Content Delivery team to utilise copy editing and XML skills to build a robust response when required. Encourage flexibility to pilot and deliver more innovative standardisation outputs through the funded programmes.
  • Develop an induction process for new starters that allows them to get up-to-speed rapidly
  • Work collaboratively across the Content Solutions dept to identify efficiency and automation opportunities within workflows. Leverage the digital publishing capabilities of the Content Model XML-publishing platform to structure the standards documents to support the drafting process.
  • Create KPIs that drive successful project and programme delivery, represent data in a meaningful way and communicate to all stakeholders and to the Services Delivery Steering Group.
  • P/L responsibility for cost centre and manage optimally to achieve team objectives

Skills & Experience:

  • Solid experience of running an editorial function in a digital publishing environment
  • Familiar with online content tools
  • Experienced in programme or project management delivery
  • Experienced leading and managing a mid-sized team (20 people) Experienced managing and embedding change within teams
  • Has been responsible for team P/L
  • Has been responsible for delivering financial reporting around project budget and forecasting timelines and project spend
  • Has experience of operating with matrix reporting structures
  • Experienced mentor and/or coach

Head of Global Sales Operations

Morgan Healey Exclusive

Our client, a leading STM Publisher, requires a new Head of Sales Operations.

The Head of Sales Operations is responsible for developing, leading and managing a successful Global Sales Operations department. The Sales Operations department is responsible for the policies, processes, and activities that allow the Global Sales Team to run effectively, efficiently and supports company strategy and objectives. The aim of the department is to design and implement global sales operations processes and systems and ensure they are fully integrated across the EMEA, Americas and APAC sales operations teams.

The Head of Global Sales Operations is responsible for the design and implementation of the systems and processes, direct line management of the office-based Sales Operations team, and overall vision and leadership of the Global Sales Operations function. In addition, the job holder is responsible for the creation, ongoing development and leadership of the roadmap of technical functionalities to support the systems and processes.

As the company enters a period of significant change, we require a strong leader to manage their subscription operation, implementing a global and technology led set of systems and processes that create flexible and scalable solutions that deliver business strategy and sets the appropriate global policies and procedures to run our sales processes effectively and efficiently. There is a significant emphasis on business process improvement both in terms of internal and external service times and quality levels. This role is required to work collaboratively across other departments such as finance and IT, to improve and increase efficiencies in the day-to-day sales and fulfilment operations and processes.

Skills & Experience:

  • Educated to degree level.
  • Proven track record in business process reengineering and sales process optimisation in a global, digital and subscription-based business environment, STM industry experience desirable.
  • Significant management experience.
  • Experience of master data management including product definition and configuration and supporting processes.
  • Demonstrable experience in operational management, process design and improvement.
  • Experience managing Salesforce or equivalent/similar CRM systems.