Director, Publishing Sales

4 days ago

Washington, Washington, D.C., United States Optica Full time $120,000 - $200,000 per year

The Director, Publishing Sales (Americas) is responsible for executing sales strategy across the Americas for the Society's scientific publishing portfolio, which includes journals, conference papers and videos. This role is central to driving revenue growth, expanding institutional and consortia partnerships, and supporting open science initiatives in alignment with the organization's strategic goals. The Director will manage key relationships with libraries, consortia, and intermediaries, while collaborating closely with internal teams including marketing, editorial, and finance. They will have deep knowledge of the STM publishing landscape, proven sales success, and a strong commitment to the advancement of scientific communication. 

PRIMARY RESPONSIBILITIES: 

  1. Develop and execute approved sales strategies to achieve annual revenue and growth targets.
  1. Cultivate and manage relationships with academic institutions, government agencies, corporations, consortia, and library networks. Ensure excellent customer service for all assigned customers.
  1. Work with customers, their subscription sales agents and procurement offices, as well as internal teams, to collect timely payments and manage the processing of customer purchase orders and license agreements. 
  2. Lead negotiations for subscription and open-access publishing agreements in alignment with the Society's publishing and open science goals.
  3. Manage CRM data, sales pipelines, and forecasting to ensure accurate reporting and data-driven decision-making.
  4. Identify new business opportunities within the region to expand reach and impact. 
  5. Analyze market trends, customer needs, and competitor activity to inform product development, pricing, and positioning.  Contribute to global sales planning and budget development with insights from regional performance.
  1. Collaborate with Marketing colleagues to develop campaigns that support institutional sales and renewals, and institute channels to regularly gather customer feedback and raise the visibility of Optica Publishing Group in the market.
  1. Represent the Society at major library meetings to promote offerings and build strategic relationships.

EDUCATION AND EXPERIENCE:

  1. Four-year college degree required.
  2. 5-7 years of institutional sales and licensing experience, ideally with a scientific journal publisher. 
  3. Demonstrated success in growing and retaining institutional subscriptions.
  4. Experience with non-profit or society publishing desirable.

SKILLS AND ABILITIES:

  1. Dynamic individual with a customer focus and excellent communication and negotiation skills.
  2. Deep understanding of scholarly publishing, including library licensing models and open-access trends.
  3. Strategic thinker with strong organizational and analytical skills and the ability and desire to solve problems and deliver innovative solutions.
  4. Proficiency with CRM systems (Salesforce experience preferred) and other relevant business systems and data analysis tools
  5. Self-motivated, with a strong drive for results and the ability to make timely, quality decisions.
  6. Ability to work well independently, as well as collaboratively with interdepartmental teams and external colleagues.
  7. Ability to work effectively and efficiently from a remote location or while traveling.

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