Publications Sales Manager

Company: American Physical Society
Location: College Park
Posted on: November 7, 2024

Job Description:

Publications Sales Manager
Who we are:
The American Physical Society is a nonprofit membership organization working to advance physics by fostering a vibrant, inclusive, and global community dedicated to science and society. APS represents more than 50,000 members, including physicists in academia, national laboratories, and industry in the United States and around the world.
Position Summary:
The Publications Sales Manager (PSM) reports to the Global Sales Director (GSM) and holds primary responsibility for achieving revenue targets and customer satisfaction for institutional and consortia accounts globally, by managing a four-person team of Publications Account Executives (PAEs).
The role is focused on:

• 
  
• Managing, tracking and reporting on renewals and new sales of journal subscriptions and related products and services, including the migration to Open Access and .
  
• Providing data- and experience-driven guidance to the GSM and related departments to revise and update American Physical Society's global Sales strategy.
  
• Efficient business practices through effective collaboration with APS colleagues across supporting departments as well as third-party agents and service vendors.
  
• Creating a nimble and supportive Sales culture of constant improvement in line with .
  
  The Global Sales team sits within the Publishing Department, and is responsible for achieving revenue targets, customer satisfaction, and other objectives through a number of activities, including: the sales and renewals of journal subscriptions and related products and bundles, to academic, government, and corporate institutions, globally; negotiation of consortium agreements and institutional open access agreements, including Read and Publish and other types of transformative arrangements; regular and accurate sales reporting and forecasting; developing relationships with and providing excellent service to existing and prospect customers, including librarians, consortium administrators, and procurement officers; sales operations, including the management and improvement of business processes, systems, and data; and managing relationships with sales agents, subscription agents, and other third-party vendors.
  This position requires up to 30% business travel.
  Responsibilities:
  
  • 
    
  • Lead a team of four PAEs to: manage a global list of accounts; maximize multisite and consortia renewals; develop existing accounts; prospect for new customer acquisitions and sales; and provide outstanding customer service and account support.
    
  • Plan and build continued training and improvement exercises for their team with internal and external resources.
    
  • Thoroughly understand relevant APS journals, products, services, and models, in order to effectively communicate compelling value propositions to customers; and motivate and train the PAEs to do the same.
    
    Reporting and Forecasting
    
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    • Deliver accurate and timely reports and forecasts to the GSD with occasional requests by Senior Leadership.
      
      Sales Operations
      
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      • Ensure that Salesforce and other business systems and data are accurately used by all members through all appropriate stages of the Sales cycle to support Sales Operations.
        
        Continuous Improvement
        
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        • Proactively contribute to the continuous improvement of business policies, processes, systems, and data; and motivate and train the PAEs to do the same.
          
          Strategic Planning
          
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          • Translate APS' publications strategy into clear objectives and targets, and ensure effective plans are designed and executed towards fulfilling APS strategy and achieving organizational goals.
            
          • Contribute to the development and evolution of APS publishing strategy, including by advising management on emerging trends and opportunities, as well as threats, risks, competing priorities, resourcing, and other concerns.
            
            Collaboration and Outreach
            
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            • Closely collaborate with Marketing on outreach activities designed to broaden awareness of our growing and expanding portfolio of products and services, and demonstrate their value to customers and the broader community.
              
            • Support the creation of Open Access proposals and negotiations with your team.
              
              Subject Matter Expertise
              
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              • Contribute subject matter expertise and relevant skills and experience to plans and projects, as needed, towards the development of new business, products, services, and models.
                
              • Demonstrate professional conduct, aligned with APS core values, to increase the visibility and strengthen the perception of the APS and Physical Review brands, both within the customer base and beyond, to the broader scientific and scholarly communications communities.
                
                Education:
                
                • 
                  
                • Bachelor's degree preferred or ten years of equivalent work experience in licensing, sales, scholarly publications and products or customer new business acquisition service may be accepted.
                  
                  Experience, Knowledge, Skills, and Abilities:
                  
                  • 
                    
                  • A minimum of 10 years experience in institutional sales and licensing of scholarly publications and products, preferably in the physical sciences or other areas of STEM.
                    
                  • Advanced experience with and knowledge of scholarly communication, academic library markets, trends in research communities, and the forces currently shaping the journals publishing industry; a deep appreciation for high-quality, society-owned journals and their value to the scholarly record and scientific enterprise.
                    
                  • Proven leadership and people management experience.
                    
                  • Self-motivated, with a strong drive for results.
                    
                  • Ability to plan, manage and measure work.
                    
                  • Ability to make timely and data-driven decisions.
                    
                  • Salesforce experience.
                    
                  • Demonstrated skills in relationship building, negotiations, and customer service.
                    
                  • Business travel savvy and freedom to travel up to 30% of the time.
                    
                  • Ability to work well both independently as well as collaboratively with interdepartmental teams and external colleagues.
                    
                  • Strong written and oral communication skills, and ability to utilize digital technology to effectively collaborate with internal and external stakeholders.
                    
                  • Ability to adapt and remain flexible to changing priorities.
                    
                    Travel: This position is remote-first, primarily working from home. The role requires up to 30% travel, including visits to APS offices in Long Island, NY; Washington, DC; and College Park, MD, as well as other off-site locations for client meetings, library and publishing events, sales meetings, training, and strategy sessions. Additional travel may be assigned by the supervisor as needed.
                    Salary:
                    The salary range for this position takes into account various factors influencing compensation decisions, such as skill sets, experience, training, and other business and organizational requirements. The salary listed within the specified ranges considers relevant experience. Our compensation philosophy at APS aims to maintain salaries at the midpoint of the market. As a result, we typically hire within the target starting range. Exceptional, rare cases may merit reviews above target starting range for specialized or niche skills aligned with strategic operational goals.
                    Hiring Range: $116,480/year - $158,704/year (USD)
                    Target Starting Range: $116,480/year - $129,584/year (USD)
                    Incentive Compensation: Full-time employees in this position may earn incentives based on various factors. Incentives for hires in 2024 are prorated daily from the hire date. Incentive agreements are effective for 2024 and may be modified or revoked at any time by APS. Incentives and commissions will be determined according to the definitions provided in the offer and will be awarded by specified dates.
                    Work Environment: As noted above, APS offers a "Remote First" workplace. Although our offices are located on Long Island, NY; Washington DC; and College Park, MD, you can work from other places in the United States. We are flexible about work hours, but expect responsiveness during the core of the workday, Eastern Time.
                    This is Us: Help us achieve our mission of advancing and diffusing the knowledge of physics for the benefit of humanity, promote physics, and serve the broader physics community.
                    At APS, we:
                    
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                    • Provide a welcoming and supportive professional home for an active, engaged, and diverse membership
                      
                    • Advance scientific discovery and research dissemination
                      
                    • Advocate for physics and physicists, and amplify the voice for science
                      
                    • Share the excitement of physics and communicate the essential role physics plays in the modern world
                      
                    • Promote effective physics education for all
                      
                      Our Core Values:
                      
                      • 
                        
                      • Scientific Method
                        
                      • Trust, Integrity, and Ethical Conduct
                        
                      • Equity, Diversity, and Respect
                        
                      • Collaboration
                        
                      • Education and Learning
                        
                      • Speaking Out
                        
                        Amazing 2024 Benefit Offerings:
                        
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                        • Flexible schedules and ability to work remotely
                          
                        • 8% employer-paid retirement contribution
                          
                        • Investment advisement services: 100% employer paid
                          
                        • Medical benefits: PPO or HDHP option
                          
                        • Employer contribution to FSA or HSA account, eligibility based on medical plan enrollment
                          
                        • Lifestyle Spending benefit up to $2000.00 (USD) - 100% employer paid
                          
                        • Dental benefits: individual coverage 100% employer paid
                          
                        • Vision benefits: individual and dependent coverage 100% employer paid
                          
                        • Basic Life & Accident insurance: employee coverage 100% employer paid
                          
                        • Supplemental Life & Accident insurance, including spouse & dependent child(ren) coverage
                          
                        • Disability insurance: employee coverage 100% employer paid
                          
                        • Voluntary Accident & Critical Illness insurance
                          
                        • Healthcare, Commuter & Dependent care flexible spending accounts
                          
                        • Vacation: 15 days annually
                          
                        • Generous holiday leave: 17 paid days of significance; includes one week closure at the end of December
                          
                        • Personal leave: 4 days annually
                          
                        • Volunteer leave: 1 day annually
                          
                        • Sick leave: 10 days annually
                          
                        • Bereavement & Compassion leave: 2 -15 days based on loss
                          
                        • 12 weeks employer-paid family leave
                          
                        • College tuition reimbursement plan
                          
                        • Job related seminar & continuing education
                          
                        • Professional Certification/Recertification 100% employer paid
                          
                        • Training and professional development; access to LinkedIn Learning on-demand courses
                          
                        • Employee Assistance Program
                          
                        • Mindfulness Meditation: live and on-demand classes
                          
                        • APS does not offer relocation assistance/costs
                          
                          The American Physical Society is an affirmative action and equal opportunity employer. It is the policy of the American Physical Society not to discriminate or allow the harassment of employees or applicants on the basis of race, religious creed, immigration status, alienage or citizenship, religion, color, ethnicity, sex, national origin, age, disability, marital status, familial status, protected veteran status, protected military status, physical or mental disability, sexual orientation, gender identity, genetic information, predisposing genetic characteristics, ancestry, domestic violence victim status or any other characteristic protected by law with regard to any employment practices, including recruitment, advertising, job application procedures, hiring, upgrading, training, promotion, transfer, compensation, job assignments, benefits and/or other terms, conditions, or privileges of employment, provided the individual is qualified, with or without reasonable accommodations, to perform the essential functions of the job. This policy applies to all jobs at APS. The American Physical Society is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request a reasonable accommodation, please contact APS Human Resources at hr@aps.org. The "Know Your Rights: Workplace Discrimination is Illegal'' poster, prepared by the U.S. Equal Employment Opportunity Commission (EEOC), provides an overview of several laws that protect you from discrimination on the job, and several rights are afforded to you by these laws. The "Pay Transparency Non Discrimination Provision," prepared by the U.S. Office of Federal Contract Compliance Programs (OFCCP), provides an overview of several protections implemented to protect individuals working under federal contracts from discrimination when inquiring about or discussing compensation; these protections apply to all employees and applicants. The APS has a "remote first" concept that promotes equal treatment and equal access, independent of physical work location, with a majority of staff working primarily from remote work locations.
                          
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Keywords: American Physical Society, Silver Spring , Publications Sales Manager, Executive , College Park, Maryland