Director of Specialist Sales

Informa Group Plc.•Philadelphia, PA

4d•$150,000 - $175,000

About The Position

The Director of Specialist Sales is responsible for driving revenue growth and market penetration for specific product lines by developing and executing strategic sales initiatives. Collaborating closely with commercial team (VP’s, Heads of Sales, Account Managers), and key internal stakeholders. This role will focus on defining the overall market strategy to maximize high-value opportunities and proposals for eBooks content in the Americas. The Director, in tandem with the direct sales team, will create territory plans, identify stand-alone and blended packages to increase market penetration, and build a sustainable revenue pipeline. They will provide expertise in books inclusions for proposals, support Account Managers in customer pitches, and mentor mid-tier institution approaches through workshops and proposal development. Additionally, the Director of Specialist Sales will lead a team of focused experts, bridging sales and product teams to refine go-to-market strategies, train staff, and enhance product adoption and marketability. They will partner with editorial, product & technology colleagues, and internal and external stakeholders to ensure the development of a market-focused roadmap. This role also involves conducting market analysis, identifying new programs and budgets, and implementing innovative approaches to uncover new opportunities and deliver significant customer value.

Requirements

Deep knowledge of academic eBook products and offerings.
Proven experience of developing proposals and strategies that deliver commercial return in a given market
Demonstrated history of sales experience with accountability and effective revitalization of an existing customer base
Knowledge or of the academic research and/or the higher education sectors
Significant team leadership/ mentorship experience
Proven ability to plan and manage projects, and budgets
Demonstrated history of building alignment between product, marketing and subject matter experts within an organization, as well as a demonstrated capacity for effectively interacting with external stakeholders
Demonstrated history of successfully interacting with senior executives, explaining to them business options and facilitating decisions
Demonstrated history of disciplined, data-driven sales strategy development and decision making
Line management experience
Be highly commercial and customer/user centric—able to spot opportunities and capitalize on them—with a strong financial and analytical acumen
Demonstrate a systems-focus and keen interest in addressing opportunities and challenges through technical, analytical, and user-centric solutions guided by evidence-based and data-driven decision-making
Excellent organisational and project management skills.
Demonstrate passion, creativity, problem solving, and critical thinking in your work
Employ excellent organizational, analytical, and planning skills with good attention to detail
Provide effective and clear verbal and written communication
Act as a good listen, team player, and willing collaborator

Nice To Haves

A demonstrated history of seeing ‘big picture’ trends and changes in a sector to identify attractive market segments and key sources of competitive advantage, is desirable but not essential

Responsibilities

Strategic Revenue Growth: Directs collaborative sales efforts to meet or exceed quotas for specialized product lines, often working alongside sales account managers.
Product Expertise & Training: Acts as the subject matter expert, training sales staff and customer service representatives on product features, benefits, and demonstrations.
Go-to-Market Strategy: Collaborates with marketing, editorial, and account management team to develop market-specific strategies, identify customer needs, and refine product positioning.
Client & Stakeholder Management: Engages directly with clients to understand requirements, resolve technical issues, and demonstrate product value.
Performance Tracking: Monitors key performance indicators (KPIs) to measure revenue achievement and optimize sales efforts and processes
Leadership, Mentoring and Sales Process Improvement

Benefits

Annual base salary range of $150,000 - $175,000 + up to 30% bonus if annual OTE's are met
Base salary commensurate to experience
35 hour work week
An excellent work/life balance with a fantastic, flexible working culture
Paid sick time
Ample paid time off
3 additional discretionary days for Christmas each year
Paid parental leave
Medical & vision benefits
4 volunteering days per year
401(k) match
Flexible working schedule
Seasonal social and charitable events
Training and development