Senior Relationship Manager, North America

American Psychological Association • Washington, DC

242d • Onsite

About The Position

The Senior Relationship Manager, North America is responsible for achieving annual revenue targets for APA Publishing databases across assigned institutional (library) markets. This senior sales role will, in collaboration with a large cross-functional team, develop and implement annual strategic sales plans to achieve product revenue and customer acquisition targets. The Senior Relationship Manager has direct ownership of all assigned consortia as well as individual institutions utilizing APA's hosted platform and provides consultative sales strategy to APA Publishing's three primary platform vendor partners selling on APA's behalf.

Requirements

• Bachelor's degree is required; MBA/MLIS preferred.
• Minimum of 7 years in database, e-journal, and/or e-book sales to academic libraries, with a demonstrated record of success managing relationships involving library consortia.
• Minimum of 3 years working with third-party sales and channel partners.
• A demonstrated record of success selling to decision makers at academic, corporate, and/or government institutions.

Nice To Haves

• Demonstrated ability to 'see the forest as well as the trees'; develop an overall strategy incorporating all the component parts or variables within that strategy.
• Familiarity with Account Based Marketing (ABM) practices.
• Demonstrated problem-solving skills incorporating data-driven decision making.
• Proven ability to achieve results against set objectives in a fast moving, dynamic environment.
• Self-motivated and self-directed.
• Multi-tasker who can effectively prioritize and manage many projects simultaneously.
• Polished and professional demeanor.
• Strong written and oral communication skills.
• Enthusiasm for learning.
• A self-starter who can work in a highly collaborative environment.

Responsibilities

• Achieve annual revenue targets for assigned products, markets, and channels.
• Develop and execute annual sales market plan by product, customer type, and channel.
• Execute best-of-industry consultative sales practices including customer needs assessment, opportunity identification, solution proposal, presentation, and successful close.
• Develop and maintain relationships with buying influences or decision makers at all levels.
• Exercise creativity and independent thought in developing sales strategies.
• Optimize revenue growth through new customer acquisition, current customers gap analysis, and subscription retention.
• Develop and maintain accurate and robust opportunities pipeline for renewals and new sales.
• Collaborate with marketing sales operations and product management to optimize sales support activity.
• Represent APA publishing at industry conferences and customer events.
• Travel up to 25%.
• Other duties as assigned.

What This Job Offers

• Career Level: Senior
• Industry: Religious, Grantmaking, Civic, Professional, and Similar Organizations
• Education Level: Bachelor's degree