SAGE

Temporary Associate Head of Sales - Southern Europe & Latin America (Maternity Cover Contract)

Location UK-LND-London
Posted Date 1 week ago(2/14/2018 8:23 AM)
Req #
18-5021
# Positions
1
Category
Sales & Marketing (UK) - Journal Sales

Overview

The Temporary Associate Head of Sales will hit agreed sales revenues in Territory, and manage key relationships with major consortia to ensure that all deals are not only beneficial revenue wise, but can be managed internally within agreed parameters. The Associate Head will also contribute market feedback and industry knowledge to product development, new product conception and roll out, business models, and ensuring sales needs are represented strongly with other Departments such as circulation and marketing.

 

This will be achieved by exceptional negotiation and analytical skills in working up and negotiating deals with consortia or local Institutions, managing and motivating staff to hit sales targets on all online products, as well as achieving targets in “home” territories. Strong territory planning, prospecting and product targeting will be needed, as well as good communication and listening skills to represent the Sales Department both on macro and micro projects, as well as liaising with other departments to ensure that strong support systems for the sales teams are maintained and developed.

Essential Job Functions & Responsibilities

  • To hit or exceed sales targets set by Executive Director of Sales for territories that are managed by the Executive Head 
  • To manage and motivate members of staff to achieve not only sales goals, but also to ensure that all training needs and personal development goals are identified and achieved.
  • To contribute and input into the strategic direction of the sales team and provide market feedback to aid product development and product management.
  • To attend cross departmental and product planning meetings as Library Sales representative, or stand in where Executive Director of Library Sales is unable to attend.
  • Ensure all reports work with a designated Library Marketer to agree appropriate and relevant marketing is undertaken for the territory. This should include a territory plan using data evidence and gap analysis to outline key prospects by product for the following year.
  • To chair 4Sq Meetings and ensure team are reporting sales against target, discussing leads and opportunities, and working optimally with marketing and account management. 
  • To ensure all members of the team enter customer data relating to sales, opportunities and leads on Salesforce.com, to enable insightful and accurate pipeline and forecast management.
  • Ensure that expenses are submitted and signed off by the whole team in a timely way.
  • Provide territory budgets and explain the rationale for budgeting decisions to Executive Director of Sales during budgeting process.
  • Complete other tasks as specified by the Executive Director of Library Sales or Global Sales Director.

Qualifications & Education

  • Educated to degree level or equivalent, the successful candidate will have at least five years in a publishing sales and/or marketing environment. A comprehensive understanding of the Library market and publishing is essential.
  • High level proficiency in excel and salesforce.com is very desirable, and a sound knowledge of word and outlook is essential.

Language, Reasoning, Analytical & Mathematical Skills

  • Excellent communication, presentation and negotiating skills are vital to the role.
  • The ability to work with and influence a team of remote sales people is extremely important to achieving the requisite sales results.
  • Demonstrate high levels of strategic insight and business judgement.
  • Well organized, with an ability to prioritize a varied and sometimes heavy workload, with strong forward planning skills a must.
  • Strong financial and budgetary skills.
  • A high level of initiative is required.
  • Display awareness and sensitivity to working practices and cultural norms of both customers and staff in the territories managed.
  • The successful candidate will ideally be fluent in Spanish.

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