Director, Institutional Sales & Marketing

Large scientific society seeks an experienced, highly motivated, entrepreneurial sales professional to direct sales for its publications division’s information products and services at the national and global level. The Director, Institutional Sales & Marketing will develop top-level business plans, implement strategic goals, get “hands-on” with key national and institutional sales accounts, oversee sales operations, and directly drive bottom-line sales growth for the publishing program.

Responsibilities:

• Drive institutional subscription sales and renewals from around the world.
• Directly manage North American sales force in service of academic, corporate, and government customers. Manage relationship with International Sales Director in UK.
• Create a “customer-centric” focus throughout the sales organization.
• Manage analyses of sales trends and prospective customer pipeline, monthly revenue/sales reports and forecasts.
• Manage contract negotiations with customers and account managers.
• Oversee library channel development through effective marketing programs.

Qualifications:

• Twelve or more years of library/consortia institutional publishing sales experience required.
• Direct management of international sales staff and management of agents/distributors preferred.
• Experience with licensing web-based subscription/information services in scientific and technical areas.
• Direct supervision of sales staff, and a recent record of outstanding sales growth.
• Requires an in-depth knowledge of the industry and potential customer base.
• Proven sales ability with strong negotiating, interpersonal, and communication skills.
• Superior metrics and analytics skills.
• A proven leadership record in developing and motivating effective sales teams.
• Willingness to travel (25-30% of time) to maintain current customer relationships and cultivate new ones.
• An open and creative approach to sales, with the vision to find new and creative sales channels and partnerships.
• The skill set to effectively communicate new opportunities internally and sell them to a changing marketplace.

If interested, please contact Sally Dougan at sdougan@bertdavis.com or Bob Ryan at bryan@bertdavis.com.