北京招聘

Regional Sales Manager, Greater China, Site Licence Business Unit

Manage sales team and manage and grow sales of all NPG and Palgrave Journal site license products to the academic, government and corporate sectors in the territories of Mainland China and Hong Kong markets; and potentially assisting the Head of NPG China in other business opportunities in the Greater China region.

Key tasks:
1. Responsible for all sales of NPG and Palgrave Journal site license products in the territory of Mainland China and Hong Kong
? Understand the needs of the market and ensure that appropriate policies are put in place to maximise new and upsell sales, as well as ensure renewals from all customers.
? Meet the overall financial targets for invoiced revenue from each market of Mainland China and Hong Kong
? Manage the CALIS and CAS consortia to maximise sales and ensure stability in the Mainland China market. Each year, propose, or update NPG’s consortium arrangements with CALIS and CAS, and attend all consortia related business meetings as required. Ensure that any legal requirements for doing business with the CALIS and CAS consortia are met.
? Assist to manage NPG’s relationship with CERNET
? Manage NPG’s relationship with CAS for NPG’s Dark Archive at CAS.
? Manage the JULAC consortia to maximise sales and ensure stability in the Hong Kong market.
? Manage the CONCERT consortia to maximise sales and ensure stability in the Taiwan market. Each year, propose, or update NPG’s consortium arrangements with CONCERT, and attend all consortia related business meetings as required.
? Look for new opportunities and business models within the market.
? Provide financial forecasts for the market as required.
? Provide financial modelling for consortium arrangements in the region as required.
? Have a good understanding of the legal framework for our sales operation in the market, and ensure that appropriate changes are made to license agreements used in the region.
? Manage all relationships with subscription agents in the region for site license sales.

2. Manage sales staff in the region and work with staff in other departments of the SLBU to maximise sales in the region.
? Manage, mentor, instruct, appraise, and set invoiced revenue targets for all sales staff in mainland China and Hong Kong SLBU
? Work with the Customer Service, Operations and Marketing staff to ensure that all customer service and marketing needs are met in the market and establish and maintain training programs for librarians in the region manage a marketing budget for the market and ensure that it is put to best use to maximise sales.
? Work with the Customer Service staff to ensure that all payments and license agreements from customers are completed in a reasonable and timely manner. It is understood that the final responsibility for the collection of payments and license agreements in the region rests with the Customer Service Staff, but your assistance is important and valuable.

3. Contribute to the management team of the SLBU, Asia
? Participate in the Senior Asian Managers monthly meetings and contribute to the setting of policy and overall goals of the SLBU in Asia.
? Participate in the Annual Global Sales Meeting and any Regional Sales Meetings or ad-hoc training meetings.
? Assist to hold regular meetings among all SLBU, Asia staff, as required, to ensure the smooth operation of the division in the region.

4. Provide general high-level assistance to meet the company’s goals in Greater China. Specifically these include:
? Assist in managing and maximising open access revenues in Greater China.
? Act as first point of contact in Greater China for the SLBU teams in the Asia-Pacific and globally.
? Be aware of the activities of Macmillan Science Communication in the region and facilitate their sales activity through the active passing back of sales leads from institutional customers.

Qualifications:
At least 6 years’ sales experience within the STM industry in the Greater China region. Minimum of an Undergraduate degree, preferably in science or library/information science.

Skills/knowledge:
Strong communication skills
Good oral and written presentation skills
Customer focused
Works effectively to meet deadlines
Strong financial skills
Ability to work as part of a team
Enthusiastic and committed
Fluency in Mandarin and English.

Experience:
At least 6 years’ sales experience within the STM industry in the Greater China region.

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