Account Manager Academic

Job Description

We are looking to hire an Account Manager for our US commercial team. Reporting to the Sales Director, you will be responsible for territory andchannel revenue targets and roles including collaboration with Editorial, Marketing and Open Research departments to ensure a well coordinated team management approach.

• Strong focus on short to medium term sales strategy

• Achieving and exceeding annual sales targets, contributing to the overall revenue and profit objectives of the business division

• Plans department resources and team structure, in conjunction with line manager

• Plans, schedules, and carries out regular sales visits to customers to achieve financial targets within own sales region across product portfolio, customizing sales documentation and tools to maximize sales opportunities.

• Develop strong professional and industry stakeholder networks with key accounts within the assigned territory

• Cultivate strong, holistic relationships with the customer base, working to ensure that trading with each account is sustainable, profitable, and delivering a high level of customer satisfaction

• Collects and disseminates market, competitor, and customer feedback, including passing on leads where the customer and business would be better served by a different T&F channel/offering

• Establish a strategic approach to the short, medium- and long-term business on territory, to ensure that activity is both relevant and flexible to the evolving trading environment over time

• Uphold company trading and terms policy, to protect profitability and value of business in territory/channel

• Actively liaise with stakeholder departments or groups within the business to enhance T&F’s coverage of the territory – includes credit control, editorial, marketing, HE sales and sales support

• Selection and adaptation of sales materials and catalogues for regular customer visits, as well as the creation of titles lists and the provision of catalogues (both existing and bespoke) and additional materials for customers attending conferences/events.

• Conducting key analyses of products, customers, markets, and competitors. Develop and maintain knowledge of business and market trends. Identify areas of opportunity; offer suggestions and make recommendations for improvement to appropriate managers.

Qualifications

• Professionalism – Will approach others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

• Analytical – Ability to synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.

• Problem Solving – Able to identify and resolve problems in a timely manner; with accurate skill, gathers, and analyses information. Develops alternative solutions, works well in group problem solving situations and uses reason even when dealing with emotional topics.

• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

• Teamwork - Balance team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

• Leadership - Exhibit confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.

• Business Acumen - Understand business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.

• Market Knowledge & Experience -Ideally 2-5 years in sales experience, preferably in higher education. Knowledge and experience in academic library markets.A Masters in library science (MLS), or relevant experience working in an academic or government research library is preferred

• Customer Service – Ability to manage difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

• Interpersonal Skills – Ability to focus on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.

• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

• Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Follows policies and procedures; Upholds organizational values.

• Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

• Personal Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.

• Travel- up to 25% when deemed safe

• Location - Anywhere based in the US, preferably near a major airport. Must be able to regularly work with CST, MST, and PST time zones.

Additional Information

• Ample paid time off
• Sick time
• Medical & vision benefits
• Volunteering days
• Day off for your birthday
• 401(k) match
• Flexible working schedule
• Seasonal social and charitable events
• Training and development

• You must have the right to live and work in the US