Publications Account Executive, West U.S. & LATAM
About The Position
The American Physical Society (APS) is seeking a Publications Account Executive for the West U.S. and LATAM region. This role reports to the publications sales manager and is crucial for managing institutional and consortia accounts. The primary goal is to achieve revenue targets through renewals and new sales, focusing on growing APS revenue across academic libraries, corporations, and government accounts. Key responsibilities include executing sales plans, managing the sales agent in LATAM, pipeline management, sales reporting and forecasting, and collaborating with internal teams. The role also contributes to the regional publishing strategy, identifies opportunities and risks, and represents APS at sales events to enhance brand visibility. The position requires maintaining high customer satisfaction, managing a portfolio of products and services, and ensuring efficient business practices through collaboration with various APS departments.
Requirements
- A minimum of 7 years of experience in institutional sales and licensing of scholarly publications and products, preferably in the physical sciences or other areas of STEM.
- Advanced data analysis, CRM proficiency, and pipeline management.
- Experience managing sales in Western U.S. and LATAM regions.
- Experience supporting territory sales agents.
- Advanced experience with and knowledge of scholarly communication, academic library markets, trends in research communities, and the forces currently shaping the journals publishing industry.
- Proficient in knowledge of publishing industry, society-owned journals/associations and value add scholarly journals/associations record and scientific enterprise.
- Proficient knowledge of Open Access knowledge & publishing trends.
- Self-motivated, with a strong drive for results.
- Demonstrated skills in relationship building, negotiations, and customer service.
- Proficient project management skills, including managing projects, time management, and making well-conceived decisions.
- Ability to travel up to 20% of the time.
- Ability to work well both independently as well as collaboratively with interdepartmental teams.
- Strong written and verbal communication skills.
- Ability to adapt and remain flexible to changing priorities.
Nice To Haves
- Bachelor's degree preferred or five years of equivalent work experience in licensing, sales, scholarly publications and products or customer new business acquisition service may be accepted.
Responsibilities
- Create and execute detailed plans to achieve revenue targets for renewals, new sales, and Open Access agreements.
- Contribute regional knowledge to support the development of APS publishing strategy within the region, advising management on emerging trends, opportunities, threats, risks, and concerns.
- Provide customers with timely and accurate customer data, pricing guidance, and prospecting details.
- Meet with customers regularly for product training, updates, and negotiation support.
- Coordinate the timely acquisition of documents, certifications, and other procurement requirements needed by customers to close agreements.
- Ensure pricing and licensing terms align with APS policies, targets, and strategy in coordination with internal stakeholders.
- Use Salesforce and other business systems to identify opportunities, prepare quotes, complete licensing agreements, record sales visit details, and perform other fundamental tasks.
- Attend sales meetings and conferences to develop rapport and understand the region's business practices and challenges.
- Demonstrate professional conduct, aligned with APS core values, to increase visibility and strengthen the perception of the APS and Physical Review brands.
Benefits
- Flexible schedules and ability to work remotely
- 8% employer-paid retirement contribution
- Investment advisement services: 100% employer paid
- Medical benefits: PPO or HDHP option
- Employer contribution to FSA or HSA account, eligibility based on medical plan enrollment
- Lifestyle Spending benefit up to $1,500.00 (USD) - 100% employer paid
- Vision benefits: individual and dependent coverage 100% employer paid
- Basic Life & Accident insurance: employee coverage 100% employer paid
- Supplemental Life & Accident insurance, including spouse & dependent child(ren) coverage
- Disability insurance: employee coverage 100% employer paid
- Voluntary Accident & Critical Illness insurance
- Healthcare, Commuter & Dependent care flexible spending accounts
- Vacation: 15 days annually
- Generous holiday leave: 17 paid office closures; includes one week closure at the end of December
- Personal leave: 4 days annually
- Volunteer leave: 1 day annually
- Sick leave: 10 days annually
- Bereavement & Compassion leave: 2 -15 days based on loss
- 12 weeks employer-paid family leave
- College tuition reimbursement plan
- Job related seminar & continuing education 100% employer paid
- Professional Certification/Recertification 100% employer paid
- Training and professional development; access to LinkedIn Learning on-demand courses
- Employee Assistance Program
- Mindfulness Meditation: live and on-demand classes
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
