- Strategic Leadership
- Budget & Financial Management
- Industry Participation
- Program Management
- Lead the Publishing sales team through the formulation and implementation of a well-defined structure. This involves activities such as recruiting, retaining, motivating, training, and coaching both internal sales team members and external partners.
- Devise and execute impactful commercial strategies aimed at achieving business objectives, including increased sales and licensing, product and service expansion, customer base growth, and heightened customer satisfaction.
- Supervise global sales and renewals for diverse customer segments, including academic, government, and corporate institutions, consortia, funders, and others. Navigate negotiations for complex agreements such as consortia, open access, and other transformative models.
- Establish annual pricing for institutional subscriptions and related products, ensuring alignment with sustainable customer value and revenue growth across all offerings.
- Ensure that sales teams are well-versed in product options, value propositions, governance policies, and sales processes, facilitating effective communication with customers and stakeholders.
- Develop and manage annual budgets for revenues and costs, providing regular updates to colleagues in Publishing and the ASM Executive team.
- Collaborate seamlessly with Marketing and Communications colleagues to create campaigns that bolster sales and renewals. Establish channels like Library Advisory Boards to consistently gather customer feedback and enhance the visibility of ASM Publications in the market.
- This position description should not be construed to contain every function/responsibility that may be required to be performed by an incumbent in this job. Incumbents are required to perform other functions as assigned.
- Analytics
- Domain
- Project Management Skills
- Organizational Knowledge
- Planning and organizing
- Presentation and Written communication
- Enterprise Processes and Technologies
- Business Expertise, Policies and Budget Allocation
- Instills Trust (Respect/Honor): Gaining the confidence and trust of others through honesty, integrity, and authenticity.
- Drives Results: Consistently achieving results, even under tough circumstances.
- Optimizes Work Processes: Knowing the most effective and efficient processes to get things done, with a focus on continuous improvement.
- Ensures Accountability: Holding self and others accountable to meet commitments.
- Self-Development: Actively seeking new ways to grow and be challenged using both formal and informal development channels.
- Values Differences: Recognizing the value that different perspectives and cultures bring to an organization.
- Decision Quality: Making good and timely decisions that keep the organization moving forward.
- Courage: Stepping up to address difficult issues, saying what needs to be said.
- Persuades: Using compelling arguments to gain the support and commitment of others.
- Plans and Aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.
- Cultivates Innovation: Creating new and better ways for the organization to be successful.
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Description
Job OverviewThe Director of Sales is responsible for leading, developing and implementing ASM Publishing's global institutional and open access sales strategy.
Accountabilities (are the critical activities and results the position is held accountable to produce)
This is largely a sedentary role and may sit or use PC for long periods of time. Bending, reaching or stooping may be necessary for use of filing cabinets or other office cabinets or office machines. This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, copiers, filing cabinets and fax machines.
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