Sr. Sales Manager

Company : AIP Publishing
Location : Melville, New York
Closing Date : April 15, 2017
Website : https://publishing.aip.org/careers

AIP Publishing, a leading publisher in the STM market seeks a Sr. Sales Manager to lead the effort to sell AIPP’s products and services across the assigned territory and manage AIPP’s third party licensing program.

You:

…possess a successful track record of exceeding revenue targets

…have effective Relationship Management abilities with internal and external stakeholders

…have experience expanding client base and broadening existing clients’ product profile

…are able to provide clear, constant and accurate reporting

You will be responsible for:

…formulating and executing the sales strategy for assigned territory

…working in concert with the Director, Global Sales and members of the sales team to assist with the development of the global sales strategy

…driving sales growth by expanding client base and broadening existing clients’ product profile

…developing sustainable relationships with all relevant decision makers for assigned territory and effectively sell products and services that meet the needs of libraries and library consortia and third party sales agents

…proactively managing sales agents in assigned territory, including: managing agent contracts, commissions, establishing targets, providing renewal quotes and developing a robust sales pipeline

…building and maintaining relationships with key accounts by attending and participating in trade shows and conferences, conducting regular onsite visits to market AIPP products and services

…monitoring the stability of market conditions to proactively troubleshoot and address challenges and identify opportunities

…mentoring Sales Managers to drive sales growth and improve workflows

…producing timely and accurate sales reports; including updating sales pipeline and monthly, quarterly, and end-year forecasts

…completing all required sales documentation; this includes managing sales workflow and ensure that processes and documentation is followed through the life cycle of the sales process

…controlling all sales-related expenses within the region to ensure spend levels do not exceed budget levels

You must have:

…a bachelor’s degree in business or related field and five years of relevant experience in a sales and marketing environment, or equivalent combination of education and experience

…strong interpersonal relationship skills, with an emphasis on customer relations

…the ability to work in cross-functional teams

…professional demeanor and ability to give formal presentations and/or formal reports to other staff

…the ability and willingness to travel up to 50% of the time

…excellent negotiation, influential, conflict management and customer service skills

…the ability to propose solutions and ”think outside of the box”

…excellent verbal, written, and presentation skills

…the ability to build strong relationships with Senior Management and internal/external stakeholders

…the skills to recognize and anticipate the needs of the customer and translate those needs to deliverables

You may have:

…familiarity with the STM publishing environment

…the ability to read and converse in another language

ABOUT US:

AIP Publishing offers a competitive salary with excellent benefits including medical, dental, vision, retirement and tuition assistance as well as gourmet coffee and onsite fitness center. Our new collaborative office design encourages innovation and creativity with a variety of flexible spaces to suit a variety of working styles. At AIP Publishing, ideas and suggestions are encouraged and valued. Our employees work as a team, using their talents and skills to contribute to the success of the organization and meet the needs of our customers.
AIP Publishing is a wholly owned not-for-profit subsidiary of the American Institute of Physics (AIP). AIP Publishing’s mission is to support the charitable, scientific and educational purposes of AIP through scholarly publishing activities in the fields of the physical and related sciences on its own behalf, on behalf of Member Societies of AIP, and on behalf of other publishing partners to help them proactively advance their missions. AIP Publishing’s portfolio comprises 19 highly regarded, peer-reviewed journals, including the flagship journals Applied Physics Letters, Journal of Applied Physics, and The Journal of Chemical Physics, in addition to the AIP Conference Proceedings.

AIP Publishing LLC is an Affirmative Action and Equal Opportunity Employer

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