Business Manager Job at Emerald Group Publishing Limited Melbourne

With over forty years’ experience, Emerald Group Publishing Limited is a leading independent scholarly publisher of global research with impact in business, society, public policy and education. In total, Emerald publishes over 700 titles, comprising 200 journals, over 300 books and more than 200 book series as well as an extensive range of online products and services. More information available at: http://www.emeraldinsight.com/about

Position Title: Business Manager: Australasia

Salary: OTE – AUD$84,000

Location: Melbourne

Reporting to the Regional Manager the Business Manager will be accountable for building strong relations and the successful management of accounts within the academic, corporate and public sector, securing renewal business and increasing revenues on new business to the agreed annual targets.

Key Responsibilities

• The sale of databases to individual organisations on single or multi-year agreements
• Achieving and improving upon agreed sales targets (new sales, upsells and retention revenues)
• Targeting, establishing and negotiating sales with potential consortia groups
• Ensuring renewal revenue from database sales is achieved
• The demonstration and sale of databases to both new and existing customers, through customer visits
• Sourcing and prospecting new business leads
• Acting as a principal negotiator and delivering powerful presentations
• Representing Emerald at conferences and exhibitions including product demonstrations and product reviews
• Maximising the use of the product post sale
• Contributing to the overall development of the products and services by providing customer feedback in order to capture market positioning
• Utilisation of Emerald’s information systems in preparation for customer visits
• Updating and forecasting prospects and sales to an agreed timetable
• Effectively communicating with all relevant internal teams (Editorial, Publishing Development, Marketing, Technical Support, Subscriptions Services and IT)

Work experience

• At least 3 years experience in a senior sales management position
• Experience in the academic publishing industry (preference) or an aligned industry (subscription agents, aggregators, publishing in similar markets), working with both print and electronic media.
• Preference for experience of working with a UK company.

Management experience

• Regional planning and implementation
• Sales management (including responsibility for a revenues and/or profit target)

Contact: Further Questions can be directed to Vivienne Fox +61 (0)3 9225 5021

E-mail: BFoster@emeraldinsight.com.nospam [remove the '.nospam' from address]

Closing date: 10 February, 2012