Institutional Sales Manager, EMEA

The Opportunity

Bloomsbury Publishing has ambitious plans (‘Bloomsbury 2020’)  to build its digital product offerings as part of a new Division, slated for rapid expansion.  This newly-created role offers a tremendously exciting opportunity to influence the direction and impact of what is effectively a start-up within Bloomsbury, to shape the vision of what digital can offer, and to play a key role in the future direction of Bloomsbury’s academic and non-consumer publishing.  This role has responsibility for sales into the EMEA territories for our rapidly expanding suite of digital products.

The Role

• Development of strategic plan for sales throughout EMEA, from a small base. The core customers include academics, librarians, aggregators, students, academic distributors and booksellers.
• Agreeing, managing and delivering the regional sales budget. Devising a sales plan that will deliver the sales targets year on year.
• Agreeing trading terms with customers throughout EMEA across digital resources. This includes Distributors, Key Accounts, Aggregators, Ministries of Education, Academic Institutions and Public Libraries, and may include Corporate Sales.
• Identifying opportunities, customer outreach, management of tender process and pitches for all consortia deals within the territory.
• Working with sales & marketing teams to agree targets and objectives for lead generation and an adequate level of marketing support and to ensure customers have all the necessary material and information to meet sales goals.
• With the editorial and broader sales teams, input into the most effective pricing and sales model for digital resources within the territory.
• Working with third party partners and sales agents to ensure they have the tools they need to sell content.  Identifying territorial gaps in coverage and proposing solutions to ensure sales throughout the region are maximized.
• Identifying ways in which Bloomsbury can increase market share in the region, through further product development, distributor relations, events, and promotional campaigns.
• Reporting on the changing needs of our customers especially in relation to purchasing decisions, pricing models and any other issues they are facing that are a potential barrier to making a sale.
• Providing an update on sales and marketing activity and long terms projects and campaigns.
• Conducting competitive analyses and market data to channel.
• Maintaining and improving product knowledge by attending and running Webinars and other trainings on key products.
• Maintaining customer contact and sales opportunity data.
• Attending relevant academic conferences to meet librarians and promote the digital platforms.

Skills, knowledge, experience

• Significant experience in academic sales, with a demonstrable record of delivering to budget
• Excellent knowledge of emerging trends and issues in the academic marketplace, in particular in relation to digital products and library sales
• Demonstrable experience of sales in the UK & EMEA markets
• Experience of delivering growth strategies for library (ideally digital) product
• A customer-facing approach and willingness to ‘muck in’
• Proficiency in one or more major European language desirable (German, Turkish, French or Italian preferred)

This role is a full-time, permanent position based at Bloomsbury Publishing Plc, Bedford Square, London, WC1B 3DP. 

To apply, please email your CV and a covering letter demonstrating how you meet the requirements outlined in the ‘skills, knowledge and experience’ above, and your salary expectations to workwithus@bloomsbury.com. Please note in the subject line: Institutional Sales BM0204 

The closing date for this role is Monday 2nd April 2018