Publications account executive (Americas)
Closing date for applications: 16th August
Salary: depending on experience
If you've already started building your knowledge of scholarly publishing and activities, this role with a global organisation could be an exciting next step in your career.
The American Physical Society (APS) is a nonprofit membership organization working to advance and diffuse the knowledge of physics through its outstanding research journals, scientific meetings, and education, outreach, advocacy, and international activities. APS represents more than 50,000 members, including physicists in academia, national laboratories, and industry in the United States and throughout the world.
The American Physical Society (APS) publishes the trusted, renowned, and growing Physical Review family of peer-reviewed journals, covering physics and physics-related research and including world-leading, premier titles such as Physical Review Letters, Reviews of Modern Physics, and Physical Review X, as well as the essential and trusted core Physical Review titles.
The publications account executive (PAE), Americas, reports to the Publications Sales Manager and is responsible for achieving revenue targets, customer satisfaction, and other objectives by managing institutional and consortia customer accounts within a defined list or territory – the Americas – as well as handling a portfolio of products and services and supporting the defined base of customers across this region.
The APS has a “remote first” concept that promotes equal treatment and equal access, independent of physical work location, with a majority of staff working primarily from remote work locations.
- Create and execute detailed plans to achieve revenue targets, customer satisfaction, and other objectives.
- Proactively plan and lead initiatives to maximize renewals, develop existing accounts, and prospect for new customer acquisitions and sales.
- Utilize both in-person and virtual interactions to establish, build, and nurture strong, mutually beneficial relationships with existing and prospect customers, including through regularly scheduled meetings and travel, including site visits and attendance of library and publishing industry events.
- Thoroughly understand relevant APS journals, products, services, and models, to effectively communicate compelling value propositions to customers.
- Use Salesforce and other business systems and data to identify opportunities, prepare quotes, complete licensing agreements, record details of sales visits and other customer information, and complete other fundamental tasks.
- Negotiate pricing and licensing terms (either directly or via an APS - contracted sales agent) that are aligned with APS policies, targets, and strategy, and ensure that license agreements are consistent with negotiated terms and conditions.
- Coordinate the timely acquisition of documents, certifications, and other procurement requirements required by customers and agents to close agreements.
- Coordinate timely responses to account queries, including questions about licenses, access and IP ranges, tier classification, usage, publications output, and other relevant information.
- Provide support to consortium administrators and sales agents throughout negotiation, procurement, and licensing processes.
- Regularly feed data and commentary into sales and financials reporting.
- Assist with analysis and reconciliation of sales reports, agency commissions, and other financial matters.
- Contribute to the development and evolution of APS publishing strategy, including by advising management on emerging trends and opportunities, as well as threats, risks, competing priorities and other concerns.
- Contribute subject matter expertise and relevant skills and experience to plans and projects, towards the development of new business, products, services, and models.
- Proactively contribute to the continuous improvement of business policies, processes, systems, and data.
- Demonstrate professional conduct, aligned with APS core values, to increase the visibility and strengthen the perception of the APS and Physical Review brands within the customer base, and beyond to the broader scientific and scholarly communications communities.
Knowledge, skills, experience
- Experience in institutional sales and licensing of scholarly publications and products, preferably in the physical sciences or other areas of STEM
- Extensive experience with and knowledge of scholarly communication, academic library markets, trends in research communities, and the forces currently shaping the journals publishing industry
- A deep appreciation for high-quality, society-owned journals and their value to the scholarly record and scientific enterprise
- Customer focused
- Self-motivated, with a strong drive for results
- Ability to plan, manage and measure your own work
- Ability to make timely, quality decisions
- Strong organizational and CRM (preferably Salesforce) skills, and ability to use data to drive decision-making, identify opportunities, and support customer needs
- Demonstrated skills in relationship building, negotiations, and customer service
- Business travel savvy and freedom to travel up to 30-40% of the time
- Ideally located within the defined territory, for proximity to customers
- Ability to work well both independently as well as collaboratively with interdepartmental teams and external colleagues
- Ability to work effectively and efficiently from a remote location, or while traveling, with minimal day-to-day supervision
- Strong written and verbal communication skills
- Ability to adapt and remain flexible to changing priorities
The position requires significant travel to conduct site visits and to attend meetings and events as part of its core responsibilities, as well as additional travel as assigned.
Our physical offices are located in Long Island, NY, Washington, D.C and College Park, MD. We are operational in most US states. While most duties can be conducted remotely, all positions require periodic in-person work at the assigned physical location and periodic travel to other APS locations, meetings and events as assigned by your Supervisor. The American Physical Society allows flexible work hours, responsiveness is required however during the core 9 am to 5 pm Eastern Standard Time workday. The successful candidate will join a collaborative international organization.
We welcome and encourage applications from candidates who are under-represented in the creative industries.
Please make sure that you state in your application that you found this role via Creative Access.
Fields of study
- Marketing / Sales
Required degree level
- Level 6 (e.g. Bachelor's degree)
Years of experience
- £101,000 to £120,000 per year