Director, Institutional Sales

Job Title: Director, Institutional Sales

Location: New York (Hybrid Working Model)

Reports to: VP, Institutional Sales

About Springer Nature Group

Springer Nature opens the doors to discovery for researchers, educators, clinicians and other professionals. Every day, around the globe, our imprints, books, journals, platforms and technology solutions reach millions of people. For over 180 years our brands and imprints have been a trusted source of knowledge to these communities and today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood and used by our communities - enabling them to improve outcomes, make progress, and benefit the generations that follow. Visit group.springernature.com and follow @SpringerNature / @SpringerNatureGroup

About the Role

The Director, Institutional Sales is responsible for driving sales strategy and ensure the successful achievement of our institutional sales budget. This role requires strong leadership, negotiation expertise, and the ability to manage sales forecasts and budgets effectively. The Director will lead their institutional sales teams in the selling of all Springer Nature products and services to Academic and Government institutions in their designated market/territory.

Specific responsibilities include setting group and individual goals/targets and delivering revenue expectations.Th Director is expected to lead negotiation of complex business models with stakeholders across the industry, developing and completing internal projects as well as support, lead and coach sales reps.

Responsibilities:

• Lead, coach, and develop a team of license managers to achieve sales targets and enhance team performance.

• Conduct regular performance evaluations and provide constructive feedback to foster professional growth and development.

• Oversee sales pipelines, ensuring accurate tracking of opportunities and timely follow-up on leads.

• Implement strategies to optimize the sales process and improve conversion rates.

• Develop and implement strategic plans for the growth of all Academic and Government sales in respective region.

• Analyze sales data and market trends to make informed decisions and adjustments to sales strategies.

• Engage in high-level negotiations with clients to secure licensing agreements and partnerships.

• Develop and maintain strong relationships with key stakeholders to facilitate long-term collaboration.

• Meet Institutional sales goals that are set by senior management

• Stay informed about industry trends, competitive landscape, and changes in the market that may impact sales strategies.

• Represent Springer Nature at industry events and conferences to enhance brand visibility and establish connections.

• Work closely with marketing, pricing and operations functions to establish successful support.

• Perform other related duties as required.

Experience, Skills and Qualifications:

Essential

• Bachelor's degree with business, marketing, or science concentration

• 8+ years of proven experience in a Senior leadership role within the publishing industry

• Track record of success in sales and team management, preferably in an Institutional sales environment

• International business experience

• Demonstrates a confident, proactive approach with a strong sense of urgency to drive results and meet organizational goals

• Possess exceptional written and verbal communication skills, with the ability to influence and build strong relationships at all levels

• Excellent analytical skills with expertise in sales forecasting, budgeting, and data analysis

• Must be willing to travel domestically and internationally - 30%

Desirable

• Strong knowledge and experience of the Open Access landscape

• Ability to speak a second language such as Spanish and/or Portuguese

Springer Nature US provides a comprehensive and competitive benefits package which includes the benefit offerings listed below:

• Medical, Dental and Vision

• 401(k) with company match and contribution

• Hybrid office working policy, Summer Hours, and paid time off

• Flexible Spending and Commuter programs

• Multiple Life insurance options

• Disability coverage

• Tuition Assistance

• Voluntary benefits: Identity Theft Protection, Pet Insurance, and Legal Assistance Insurance

• Employee Assistance Program

• Family friendly benefits and a variety of employee discounts

• An array of Employee Social Networks

US Annualized Base Salary Range: $130,000 - $165,000. The salary offer may vary based on work experience, education, skill level and equity. The US salary range does not align with the salary ranges in other countries when converted to the currency of that country.

Springer Nature is an Equal Opportunity Employer that complies with the laws and regulations set forth in the following poster: https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf

At Springer Nature, we value the diversity of our teams and work to build an inclusive culture, where people are treated fairly and can bring their differences to work and thrive. We empower our colleagues and value their diverse perspectives as we strive to attract, nurture and develop the very best talent.

Springer Nature was awarded Diversity Team of the Year at the 2022 British Diversity Awards. Find out more about our DEI work HERE.

If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation.

For more information about career opportunities in Springer Nature please visit our career page HERE.

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