Account Manager (Nanjing, Jiangsu)

Informa Group .

1d • Onsite

About The Position

We are seeking an experienced and results-driven Account Manager with an entrepreneurial mindset to manage new and existing customers in the academic publishing market, identify opportunities in the Chinese market, and expand strategic partnerships to maximize revenue. This is a great opportunity for a successful sales professional looking for a new challenge in a role that combines effective account management and new business development in China. You will be a strong verbal communicator with ethical standards and collaborate with appropriate departments ensuring a well-coordinated team selling approach. Ideally, you will have had open access, journals and eBook understanding as well as selling experience in academic library markets. This position will be responsible for understanding our content portfolio and using that knowledge to develop growth strategies in China market. You will connect with various decision makers across key market sectors. You will also be responsible for achieving annual territory sales targets through consultative account management, while maintaining an awareness of changing market conditions and their impact on the business.

Requirements

• At least 3-5 years of demonstrated successful account management
• Strong understanding of the academic publishing industry and academic content business models
• Previous success in a sales role, with a track record of managing high-pressure sales environments and meeting or exceeding ambitious revenue targets
• Demonstrated business acumen by understanding business implications of decisions; displaying orientation to profitability; demonstrates knowledge of market and competition
• The ability to analyze and synthesize complex or diverse information; proven experience collecting and researching data
• Strong consultative sales skills and the ability to deliver tailored solutions that meet customer needs
• A professional manner; the ability to approach others in a tactful manner while reacting well under pressure
• A proactive, solutions-oriented approach with a focus on driving progress and achieving results
• Resilience and adaptability in managing change with a positive mindset in response to business transformation
• Strong analytical capabilities with experience using data to drive sales performance improvements
• A clear oral communicator who can speak clearly and persuasively in positive or negative situation while simultaneously being a strong listener to better clarify
• Good written and verbal communication skills, with the ability to engage and influence stakeholders at all levels
• A team player who can balance both team and individual responsibilities and build positive relationships with internal and external stakeholders
• Willingness to travel on territory and to conferences, book fairs as required by the company
• Native in Mandarin, communicable proficiency in English, with good verbal and written communication skills suitable for business operations and stakeholder engagement
• Competent user of the MS Office suite and other sales tools or systems

Nice To Haves

• Open access, journals and eBook understanding
• Selling experience in academic library markets

Responsibilities

• Achieving and exceeding annual territory sales targets, contributing to the overall revenue and profit objectives of the business division
• Establishing a strategic approach to the short, medium- and long-term business within the territory, to ensure that activity is both relevant and flexible to the evolving trading environment over time
• Planning schedules and carrying out regular sales visits to customers to achieve financial targets within own sales region across product portfolio.
• Drive sales velocity by ensuring deals are closed within defined timeframes
• Achieving a profitable balance between driving and maximizing core revenues whilst exploring new avenues and products
• Cultivating strong, holistic relationships with the customer base, working to ensure that trading with each account is sustainable, profitable and delivering a high level of customer satisfaction
• Developing strong professional and industry stakeholder networks including institutions, distributors, funders, and government bodies, within the assigned territory
• Seeking new customers and business development opportunities to grow Academic division revenues in region
• Liaising actively with stakeholder departments or groups within the business to enhance T&F's coverage of the territory – Marketing, Editorial, Credit Control, Sales Support, etc.
• Regularly updating the companies CRM with relevant customer and opportunity information
• Reporting regularly on market progress and the business environment, thus ensuring responsiveness to both the micro- and macro-trading conditions and using this intelligence to continually evolve our engagement with the territory
• Customising sales documentation and tools to maximize commercial opportunities
• Developing bespoke promotional activities closely with key customers, as well as deploying other general promotions developed in-house, to maximise sales and exposure of our products across the region
• Upholding company trading and terms policy, to protect profitability and value of business in territory
• Conducting key analyses of products, customers, markets, and competitors; developing and maintaining knowledge of business and market trends.
• Identifying areas of opportunity; offering suggestions and making recommendations for improvement to appropriate managers
• Regularly updating the companies CRM with relevant customer and opportunity information
• Perform other ad hoc tasks and responsibilities as required to support evolving business needs

Benefits

• An excellent work/life balance with a fantastic, flexible working culture
• 20 days (pro-rata for first year) annual leave per year, plus an extra day off for your birthday
• 4 paid volunteering days each year
• Paid sick leave of 14 days
• Social insurance and housing fund plus supplementary medical insurance
• Employee assistance programme – offering 24/7 well-being support
• Performance bonus
• Annual health screening for employee and spouse, optical and medical care

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed