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Rockefeller University Institutional Sales Manager in New York, New York

Job: IRC24747


Job Title Institutional Sales Manager

Laboratory / Department Rockefeller University Press

Department Description

The Rockefeller University Press publishes three biomedical research journals: The Journal of Cell Biology, The Journal of Experimental Medicine, and The Journal of General Physiology. We are committed to identifying and publishing the highest quality research. All editorial decisions are made in conjunction with active academic scientists, and peer-review operations and pre-press production functions are carried out at the RUP offices.

Detailed Description

The Institutional Sales Manager will be responsible for global institutional sales for the three journals published by The Rockefeller University Press (RUP): Journal of Cell Biology, Journal of Experimental Medicine, and Journal of General Physiology. As a member of the RUP senior leadership team will work collaboratively with heads of finance, marketing, and editorial and publishing technologies to continue the success of the journals and develop and execute strategies to increase access and grow revenues. Will keep abreast of industry and market developments to inform business practices and policies, identify issues, future opportunities, and provide risk analysis and contingency plans. Responsibilities include conducting an annual study of customers gained and lost, journal renewals, new subscriptions, and cancellations to identify successes and early warning signs and recommend actions. The Institutional Sales Manager will undertake annual pricing analysis to serve as the basis for setting prices for the coming year and prepare recommendations for institutional pricing, including subscriptions, consortia, and read and publishing deals. Will ensure consistency in pricing across like institutions, collaborate with the Director of Communications & Marketing and Sales Agents to develop and implement marketing campaigns for institutional customer retention, and develop joint initiatives to acquire new customers, close sales, and ensure RUP has superior market intelligence. Additional responsibilities include managing customer records and data. Will collaborate with Director of Communications & Marketing to develop 3 and 5 year plans to deliver new revenue from high potential customer segments and geographies. The Institutional Sales Manager will meet with key accounts annually and attend critical library and industry meetings.

Job Requirements

Bachelor's degree required; advanced degree in management or library science preferred. Must have a minimum of 3 years of experience with a successful track record of subscription sales to universities, academia and pharmaceutical/biotechnology companies, achieving sales targets consistently in assigned territory. Familiarity with transformational/publish and read models preferred. Substantial experience working with subscription/sales agents and channel partners necessary. Strong relevant software skills, analytical capability, and financial acumen a must. Excellent English language communication and writing skills required. Additional languages a plus.

Additional Details

The Rockefeller University is an Equal Opportunity Employer - Minorities/Women/Disabled/Veterans