Manager, Sales EMEA

ACS International Ltd (ACSI) EMEA is responsible for providing sales account management, support and customer service for the American Chemical Society Publications Division. This division contributes to achieving revenue growth targets, increasing regional market penetration and share, implementing international institutional sales program for the ACS Publications Division’s information products and services, and representing the ACS to all target groups and stakeholders in the region.

The Manager Sales (MS) is responsible for meeting the annual revenue goals assignedto the territory. Priorities are strong growth in the corporate andgovernmental market segments, as well as defense and growth of our market sharein the academic market. To achieve this, the Manager Sales will manage a team of Account Development Managers in the region. The MS is our main ACSrepresentative for Subscription and Open Access business models for accessing our portfolio of journals and is our main commercial representative on ACS events and other industry related events. Close collaboration with ACSI colleagues in the region as well as in the US (including from marketing, editorial, and other divisions) is essential. Equally important is building up and cultivating relationships with senior decision makers and participating in a network with these decisionmakers and influencers. This position may require substantial travel.

This position will report to the ACSI Regional Sales Director, ACS Publications, EMEA.

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Position Accountabilities:

Primary responsibilities will include but are not limited to the following activities:

·       Meet the annual revenue targets in the region at multiple levels, including personal targets, multiple country targets, and product targets.

·       Develop, present, defend, and execute an annual sales strategy to meet annual revenue targets. Ability to adjust course when required.

·       Manage a team of local and regional Account Managers.

·       Initiate and support business development initiatives in all market segments.

·       Explore new business opportunities for ACS’ future growth.

·       Initiate, support, and participate at local sales and marketing activities such as email campaigns, sponsorships, roadshows, customer events, exhibits, etc.

·       Independently identify, communicate, and work through customer problems, issues, and opportunities.

·      Prepare reports as required by ACS management including sales forecasts, sales pipelines, market overviews, etc.

·      Work according to established sales processes and consistently utilize Salesforce to document prospect interaction, ensuring efficient sales pipeline and lead management.

·   Help ACS build up better understanding of the marketplace and its players.

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Position Requirements:

·      10+ years of related sales experience, including managing a sales region required.

·      Bachelor’s degree or higher preferred.

·      Evidence of individual sales accomplishments required.

·      Strong presentation, planning, and analytical skills required.

·      Knowledge of SalesForce.com with the aptitude to learn additional functionality.

·       Creative, enthusiastic, self-starting, hands-on.

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