Senior Relationship Manager, North America

4 weeks ago

Washington DC USA, United States American Psychiatric Assosiation Full time
Job Summary:

APA is seeking a Senior Relationship Manager, North America to achieve annual revenue targets for APA Publishing databases across assigned institutional markets. The successful candidate will develop and execute annual sales market plans, execute best-of-industry consultative sales practices, and develop and maintain relationships with buying influences or decision makers at all levels.

Responsibilities:

  • Achieve annual revenue targets for assigned products, markets, and channels.
  • Develop and execute annual sales market plan by product, customer type, and channel.
  • Execute best-of-industry consultative sales practices including customer needs assessment, opportunity identification, solution proposal, presentation, and successful close.
  • Develop and maintain relationships with buying influences or decision makers at all levels.
  • Exercise creativity and independent thought in developing sales strategies.
  • Optimize revenue growth through new customer acquisition, current customers gap analysis, and subscription retention.
  • Develop and maintain accurate and robust opportunities pipeline for renewals and new sales.
  • Collaborate with marketing sales operations and product management to optimize sales support activity.
  • Represent APA publishing at industry conferences and customer events.
  • Travel up to 25%.

Requirements:

  • Bachelor's degree is required; MBA/MLIS preferred.
  • Minimum of 7 years in database, e-journal, and/or e-book sales to academic libraries, with a demonstrated record of success managing relationships involving library consortia.
  • Minimum of 3 years working with third-party sales and channel partners.
  • A demonstrated record of success selling to decision makers at academic, corporate, and/or government institutions.

Ideal Traits:

  • Demonstrated ability to develop an overall strategy incorporating all the component parts or variables within that strategy.
  • Familiarity with Account Based Marketing (ABM) practices.
  • Demonstrated problem-solving skills incorporating data-driven decision making.
  • Proven ability to achieve results against set objectives in a fast moving, dynamic environment.
  • Self-motivated and self-directed.
  • Multi-tasker who can effectively prioritize and manage many projects simultaneously.
  • Polished and professional demeanor.
  • Strong written and oral communication skills.
  • Enthusiasm for learning.
  • A self-starter who can work in a highly collaborative environment.

Computer Skills Required:

  • Microsoft Office Suite.
  • Intermediate Excel quantitative analysis.
  • Salesforce or similar CRM.

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