Business Development Manager

About the Role

Key Responsibilities

• Develop and execute strategies to expand our corporate licensing portfolio, focusing on scientific, technical, and medical (STM) content licensing to corporate clients.
• Build and nurture relationships with key decision-makers in corporate research departments, R&D divisions, and information centers across pharmaceutical, biotechnology, chemical, engineering, and technology sectors.
• Create and maintain a robust sales pipeline, from lead generation to contract negotiation and closure.
• Monitor industry trends, competitive landscape, and emerging opportunities in the scientific publishing and corporate information sectors.
• Articulate the unique value of our scientific literature portfolio to corporate clients, demonstrating ROI and business impact.
• Lead complex licensing negotiations, including pricing structures, access models, and usage terms for scientific content.
• Work closely with product, content, legal, and technical teams to develop tailored licensing solutions that meet corporate client needs.
• Track and report on key performance metrics, including revenue growth, client acquisition, conversion, and retention rates.
• Achieve and exceed annual territory sales targets, contributing to overall revenue and profit objectives.
• Track revenue progress through active CRM management, creating reports as necessary or requested.
• Identify, plan, schedule, and carry out regular sales visits to prospects and customers to meet financial targets within the sales region.
• Customize sales documentation and tools to maximize sales opportunities.
• Cultivate strong, holistic relationships with prospective customers to ensure sustainable, profitable trading and high customer satisfaction.
• Establish a strategic approach to short, medium, and long-term business planning for the territory.
• Uphold company trading and terms policy to protect profitability and value of business in the territory.
• Prepare for, attend, and contribute to sales meetings and events to build strategic awareness and gather market intelligence.
• Liaise with stakeholder departments within the business to enhance coverage of the territory, including credit control, editorial, marketing, and sales support.
• Select and adapt sales materials, analytics, and catalogues for customer visits.

Requirements

• Some experience (3-5 years) of working in a sales environment, with an understanding of sales demands and support needs.
• Knowledge of the academic publishing industry.
• Competent user of core MS Office package.
• Experience with CRM systems (Salesforce).
• Ability to guide, lead, and advise colleagues based on experience.
• Ability to work independently and proactively, with awareness of when to delegate tasks.
• Willingness to travel extensively within the territory and to conferences as required.
• Target-driven approach with skills to manage sales budgets.
• Consultative sales skills and the ability to influence.
• Ability to create and maintain positive relationships with the sales team and internal colleagues.
• Excellent written and verbal communication skills, with good grammar and spelling.
• Language skills appropriate to the territory.
• Good analytical, decision-making, and problem-solving skills.

Nice to Have

• Experience with scientific, technical, and medical (STM) content licensing.
• Experience in negotiating complex licensing agreements.
• Knowledge of the pharmaceutical, biotechnology, chemical, engineering, or technology sectors.

Qualifications

• 3-5 years of experience in a sales environment.
• Knowledge of the academic publishing industry.
• Competent in MS Office and CRM (Salesforce).

Benefits & Perks

• Annual base salary of $115,000 plus a sales bonus (25% if OTEs are met, potentially exceeding up to 100%).
• Flexible work/life balance with a supportive, flexible working culture.
• 15 days paid vacation.
• 10 paid sick days.
• 2 paid floating holidays plus a paid day off for your birthday each year.
• 3 additional discretionary days off during the holiday season.
• 4 paid volunteering days annually.
• Up to 8 weeks of paid parental leave.
• Paid leave for significant life events such as moving or wedding.
• Medical, vision, dental, and other voluntary benefits.
• 401(k) plan with employer match.
• Seasonal social and charitable events.