Business Manager - Chicago
Salary: $60,000 - $70,00 + Bonus
Hous: 35 hours per week
 

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.

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

Key Responsibilities:

• 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)

Role Requirements:

Skills:
• Advanced negotiation and closing skills
• Excellent written and verbal communication (foreign language skills often required)
• Proposal writing
• Relationship-building with customers

Knowledge:
• 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

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

 Please visit our careers page for more information about Emerald Group Publishing:

http://careers.emeraldgrouppublishing.com/index.htm

The closing date for applications is 20th December 2014.