Institutional Business Development Manager

About the role

To generate sales revenue for Nature Portfolio branded and custom products from the relevant territory / client accounts, to help whole team reach sales goals. Fundamental to this role is the development of productive and long-term external institutional client relationships. Key tasks : For the relevant defined territory / client accounts, develop and grow sales revenues to achieve financial targets across all relevant products, including but not limited to: All Nature Portfolio branded services and products across all platforms for client marketing services and research solutions (partner content, sponsorship, conferences, training, strategy reports, custom solutions etc.) Capable to develop sales strategy and solutions for clients in defined territory, capable to develop new clients and build up solid pipeline to generate revenue. Manage key accounts to establish close interaction between businesses and to understand their structures and strategies to strengthen relationships and increase spend, achieve and maintain a high level of sales calls, client meetings and external sales activity. Working directly with institutional and government clients as well as agencies, use consultative sales skills to build and develop strong sales relationships. Creatively work with existing clients, systematically work on large scale custom projects. Systematically work on large scale commercial projects from initiation through all relevant phases including the successful sale and project delivery, build effective relationships with all relevant internal departments such as editorial, marketing, production, and project management, as well as clients. Work collaboratively with local and global colleagues to create a culture of success, excellence and continuous development and to realise synergies and enhance our profile and reputation Willing to frequent business trips to defined territory in China. Ad hoc tasks relevant to the role's remit Key relationships : Research organizations/researchers/scientists Team members in greater China and key global offices Colleagues in the editorial, marketing, project management, production (both print and electronic), legal and finance departments

Requirements

• An undergraduate qualification, better in science or medicine or education or commerce management (or equivalent relevant professional experience)
• Skills/knowledge :
• Strong commercial drive alongside proven experience in leads generation and maximising revenue potential and business development
• Ability to develop needs and value-based proposals of products and solutions for institutional clients
• Strong interpersonal and influential communication skills, with effective negotiation and presentation skills
• Positive ability to develop long-term professional relationships with institutional clients
• At least 5 years' experience working in professional services companies with strong experience in business development/sales, preferred experience in science and publishing industries in academic market
• Experience of institutional selling and key account management
• Proven capability of solution selling and achieving sales target
• Knowledge and resources of academic network are highly preferred
• Connection with academic market will be a plus
• Need to Do
• Highly self-motivated, resourceful and achievement oriented
• A creative approach to problem-solving
• Active, supportive team player
• Good written and verbal communication skills in English
• Strong interpersonal skills and a customer service ethos are essential, as is attention to the detail of implementation
• Familiar with office system such as salesforce etc.
• Need to be capable of
• Personal Effectiveness and Professionalism
• Maintains a professional attitude and approach to work. Takes an ethical approach to internal and business relationships. Is aware of compli

Benefits

Additional Information

Job title: Institutional Business Development Manager Location: Shanghai - hybrid working model About Springer Nature Springer Nature is one of the leading publishers of research in the world. We publish the largest number of journals and books and are a pioneer in open research. Through our leading brands, trusted for more than 180 years, we provide technology-enabled products, platforms and services that help researchers to uncover new ideas and share their discoveries, health professionals to stay at the forefront of medical science, and educators to advance learning. We are proud to be part of progress, working together with the communities we serve to share knowledge and bring greater understanding to the world. For more information, please visit about.springernature.com and @SpringerNature.

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