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Director of Sales

Job Details

American Psychiatric Association HQ - Washington, DC

Description

POSITION SUMMARY

The Director of Sales is responsible for providing strategic and operational leadership of the publishing sales team, overseeing a portfolio of journals, books, and advertising. Working with distributors, sales representatives, agents, and vendors, the Director of Publishing Sales establishes a network and defines a structure to grow revenue, and to expand the global business and develop new markets and products. This individual maintains relations with authors and editors to explore market potential, industry leaders to be aware of trends, and the APA leadership team to identify opportunities to increase revenue. The position involves market research, preparing and maintaining a significant budget, projecting and monitoring revenue, and sales representation worldwide. Responsible for overseeing advertising sales, and for managing third-party arrangements for derivative products. This position plays a key role in the Publishing leadership team, and interacts directly with editorial, production, and business staff to develop and implement strategy.

DUTIES & RESPONSIBILITIES

  • Manage staff in APA Publishing Sales Department consisting of book, journal, and advertising sales, to optimize customer satisfaction and continuously improve.

  • Retain, motivate, train, and coach members of the sales team to develop an effective structure.

  • Drive the continuous improvement of sales operations, implementing customer relationship management tools and systems to maintain a robust infrastructure.

  • Clarify all product options and sales processes for sales team to enhance communication of value proposition to customers and stakeholders.

  • Institute comprehensive analytics to monitor and report on the impact of sales teams.

  • Direct all sales for the publishing program, including wholesale, retail, academic sales, internet, exhibit, and special sales revenue streams.

  • Prepare annual budget and provide monthly analysis of sales results.

  • Serve as key contact for foreign sales agents and publishers. Attend international book fairs, sales meetings, and other events as necessary to maintain sales channels and develop new business.

  • Work with internal and external sales representatives to develop new sales products and alternative revenue streams.

  • Set pricing and discount policies, special offers and packages to ensure sustainable growth. Set book prices and print runs in conjunction with Publishing leadership team.

  • Participate in editorial advisory meetings.

  • Oversee Advertising Sales

  • Integrate, coordinate and optimize advertising sales to further journals circulation and book sales.

  • Work with Advertising Manager and external advertising agents to create strategic plan, prepare annual budgets and advertising rates, monitor results on a monthly basis, make adjustments to plan as necessary.

  • Increase awareness of changing markets and developing trends to devise new products as appropriate.

  • Ensure excellent customer service for institutions and individual customers.

  • Analyze circulation by territory and identify areas for growth and market development.

  • Set annual subscription rates for journals, including institutional, individual, member and special rates for all U.S. and International Subscriptions.

  • Review renewal schedules and adjust as necessary to maximize renewals.

  • Review subscriptions on an issue-by-issue basis. Supplement renewal and prospecting campaigns as necessary for maximum renewal results.

  • Negotiate complex agreements and develop strategies to address the evolving open access landscape.

  • Meet with key subscription agents annually regarding subscription sales, advertising opportunities and promotions.

  • Work with Book and Journal, Online Content Managers, and Product Development staff to develop innovative, cutting-edge products to meet today’s and tomorrow’s information needs.

  • Seek and establish relationships with third party vendors to create and repurpose online content to increase sales and revenue streams, create brand awareness, customer loyalty and acquire new customers.

  • Monitor the publishing environment and develop competing products to comply with customer requirements, including but not limited to mandates for open science.

  • Provide market research, projections and launch strategy and implementation for new products.

  • Confer with Publisher, Acquisitions Editor, and Editor-in-Chief on new book ideas, products, and enhancements.

  • Work with Director of Digital Publishing to create, launch and manage PsychiatryOnline and other electronic products.

  • Perform other duties as assigned.

COMPETENCIES

The performance of the Director of Sales on these duties and responsibilities will be measured using the following competencies:

SCOPE & IMPACT

  • Oversees the Publishing sales and marketing functions and demonstrates a mastery of skills and techniques within these domains.

  • Applies knowledge and experience to achieve the goals and objectives of the Publishing department.

  • Coordinates project work and ensures completion within the established time frame.

  • Participates in the strategic planning for the APA Publishing department.

  • Success is frequently measured by metrics associated with associated with devising, implementing and executing strategy to meet assigned targets and demonstrating highly complex and nuanced organizational work environment behaviors.

COMPLEXITY, PROBLEM SOLVING & DECISION-MAKING

  • Exercises significant latitude in making decisions in the application of Publishing policies, precedents, and guidelines.

  • Consults with senior leadership for decisions involving major policy or budgetary issues.

  • Responsible for developing and monitoring income and expense budgets for APA Publishing sales and marketing.

  • Identifies novel and complex problems and considers alternative solutions and likely outcomes before resolving the problem.

  • Independent judgements are made within defined practices of the Association. Management approval is required for solution designs outside of APA's defined practices.

RELATIONSHIP MANAGEMENT & AUTHORITY

  • Relationships span levels internally and externally and center on the ability to build trust to further long-term working relationships, expand the global business, and develop new markets and products.

  • Strong diplomatic skills and innovation are used to influence others, resolve problems, manage projects, or achieve appropriate solutions.

  • Significant and frequent contact with foreign sales agents, distributors, vendors, and other organizational partners.

ORGANIZATIONAL KNOWLEDGE

  • Demonstrates a detailed knowledge of the Publishing department's processes, relationships, and responsibilities as well as the department's interactions within the organization.

SUPERVISION

  • Directly manages two employees:

  • Senior Manager Advertising & Industry Relations

  • Sales Manager

  • One indirect report

Qualifications

REQUIRED SKILLS, EXPERIENCE, AND QUALIFICATIONS

  • BA/BS and at least 8-10 years of leadership experience in institutional sales, ideally medical scholarly publishing

  • Experience in STM publishing, with a strong background of collaboration with institutions, consortia, funders, and other global customers

  • Extensive knowledge of customer relationship management systems and other relevant business development systems and tools

  • Substantial understanding of the academic publishing landscape, including trends in open science, changing business models, digital products, library sales, and emerging developments in the industry

  • Ability to build collaborative relationships with internal and external stakeholders

  • Demonstrable record of revenue management and sales operations to support global institutional customers

  • Proven skills in building and leading high-performing teams

  • Proficiency in Windows, Microsoft Word, Microsoft Excel

  • Excellent verbal, written, and proofreading skills.

  • Knowledge of Filemaker and/or Quark a plus.

  • Some travel required.

EOE, including disability/vets

Salary-$126,932-$165,308

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