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Emerald Group Publishing Inc.
Location: Chicago, IL 60601 Document ID: A9262-3N4Y Posted on: 2015-07-0107/01/2015 Job Type: RegularJob 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.