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Regional Sales Manager
Springer
New York, NY, United States
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Springer Nature is one of the world’s leading global research, educational and professional publishers. It is home to an array of respected and trusted brands and imprints, with more than 170 years of combined history behind them, providing quality content through a range of innovative products and services. Every day, around the globe, our imprints, books, journals and resources reach millions of people, helping researchers and scientists to discover, students to learn and professionals to achieve their goals and ambitions. The company has almost 13,000 staff in over 50 countries.
Position Summary and General Description:
The Licensing Manager, Canada will work within the Springer Nature Canadian Sales team in the Institutional Sales department to develop growth with existing and prospective Canadian Academic and Governmental accounts.
The successful candidate will proactively manage their territory with the support of Account Developers, Sales Support, Marketing, Database Research specialists and the Executive Licensing Manager. This role is within a results-driven team which supports experienced candidates with the tools to manage their territory toward success according to an approved strategy they will assist creating.
Job Responsibilities:
• Drive sales growth by expanding the portfolio of customers, products and markets.
• Negotiate and close business with an understanding of the margins required.
• Foster long-standing customer relationships through a high level of interaction including site visits/conferences/presentations/telephone/email.
• Produce sales/business reports and maintain a healthy sales pipeline.
• Provide a deep understanding of selling to Canadian institutions
• Collaborate with internal departments and staff to ensure customer satisfaction, sales growth, and the development of new sales channels.
• Stay abreast of industry trends and actively participate in the library/scholarly community.
• Responsible for identifying and capitalizing on expansion opportunities within existing and new accounts.
• Responsible for client satisfaction, and revenue with a focus on profitability improvements aligned with Springer Nature’s objectives.
• Understand client needs and requirements to uncover additional opportunities for potential growth in organic revenue.
• Serve as an industry expert; including communicating relevant industry trends and best practices to clients that ultimately create demand for Springer Nature products.
• Establish and build strong working relationships with internal Springer Nature departments and team members to ensure the successful delivery of services to our customers.
• Provide presentations that effectively communicate the value of Springer Nature products.
• Further develop existing client relationships to broaden the footprint of Springer Nature products within existing accounts.
• Performs other related duties as required.
Job Requirements (minimum level of knowledge/skill [education/experience] needed to perform job):
• Candidates should have their Bachelor’s degree with minimum of three (3) years prior sales experience, including direct account management
• Experience in the STM publishing and/or licensing intellectual property to Canadian institutions
• Proven track record of year-to-year revenue growth in a sales environment
• Ability to work on complex contract negotiations and proposal development through a detail-oriented approach to their work
• Excellent presentation skills
• Personable and detail-oriented with strong communication (written and oral), organizational and time management skills
• Strong computer skills in databases, MS Word, Excel, PowerPoint and Outlook required
• Ability to travel 40%
• French language skills highly preferred but not required
We offer a comprehensive benefits package that includes:
• Medical, Dental and Vision
• Life and AD&D
• 401(k)
• Flexible Spending Accounts
• Transit Accounts
• Tuition Assistance
• Summer Hours.
Springer Nature is an Equal Opportunity Employer that complies with the laws and regulations set forth in the following EEO Is