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Emerald Group Publishing Inc.

Location: ChicagoIL 60601 Document ID: A9262-3N4Y Posted on: 2015-07-0107/01/2015 Job Type: Regular

Job Schedule:Full-time
Minimum Education: Not Specified2015-07-31
 

Business Manager

  • Salary: Competitive Rates / Negotiable
  • Additional: This position involves 50% travel
  • Location: Greater Chicago, USA

The Business Manager represents Emerald in their given territory. Although the role is revenue-focused, the BM must be able to look more widely and develop non-commercial opportunities such as faculty-influencing and new product developments.

This role is based in Greater Chicago, USA and includes 50% travel in it.

Business Managers are responsible for both the retention and upselling of products to existing customers, and the development of new accounts.

  • Achieving and improving upon agreed sales targets
  • Provide both existing and prospective customers with purchasing options
  • Sourcing, prospecting and positioning individual consortia within an agreed time-scale
  • The demonstration and sale of databases to both existing and new customers, through customer visits
  • Acting as a principal negotiator, and delivering powerful presentations, when originating or renewing contractual agreements
  • Achieving effective customer account coverage through an agreed number of face to face meetings
  • Representing Emerald at conferences and exhibitions including product demonstrations and product reviews
  • Increase electronic usage, in turn increasing renewals
  • Contributing to the overall development of the products and services by providing customer feedback in order to capture market positioning
  • Feedback of competitor intelligence and opportunities
  • Provision of up-to-date information on prospects and sales to an agreed timetable
  • Effectively communicating with all relevant internal support teams (marketing, technical support, subscriptions services and IT)

Required Skills:

  • Advanced negotiation and closing skills
  • Excellent written and verbal communication (foreign language skills often required)
  • Proposal writing
  • Relationship-building with customers
  • Understanding of products and features & benefits that will increase interest levels
  • Understanding of key sales times and renewal periods/purchasing behaviour
  • Who to contact at prospective and existing customers
  • Market trends
  • Understanding of higher education

Desirable Skills:

  • Proactive and self-starting
  • Goal-oriented, sales-focused
  • Having gravitas and ability to communicate with people at a senior level

*The candidates applying to this postion must have an active passport.

     
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