Manager - Business Development - Pay to Publish Open Research (4-8 yrs)

3 weeks ago


Delhi NCRDelhi, India iimjobs Full time
Job Description


We currently have an opportunity for a Corporate Business Development Manager to join Pay to Publish - Open Research India commercial team.

This is an individual contributor role.

About Role


Overall responsibility for managing & maximizing sales pipeline by representing Open Research Publication Avenues to Research Organizations, Leading Medical Institutions, and societies including Research Funders engaged in Research including corporates.


Key Accountabilities:

  • Commitment to deliver sales target by selling open access research publishing solutions to the leading research institutions, medical and life sciencefocused societies, and other key healthcare segments, and drive APC ( Article Processing Charges) revenue onto open access/research platforms.
  • Develop a robust sales strategy from the target segments in the region in adherence to Open Research Publishing's global commercial strategy with a core focus on selling Open Access memberships, F1000 Platforms, Gateways, and Prepaid APC packages.
  • Business prospecting to create a robust pipeline of potential customers from target segments through data analytics, using tools like Dimensions and other data applications.
  • Signing longterm B2B MoUs to offer collaborative Open Research publishing services to target clients in the region.
  • Develop & manage relationships with key stakeholders including but not limited to Head of Organizations, Research Heads, Directors, Vice Chancellors, Heads of departments/Academic Dean of key academic institutions having sizable Gold OA output in
the region.

  • Report periodically to the Sales Manager/Director on sales progress and the business environment, thus ensuring responsiveness to both the micro and macro business environments.
  • Collects and disseminates research publishing market, competitor, and customer feedback, including passing on leads where the customer and business would be better served by a different channel/offering.
  • Establish a strategic approach to the short, medium, and longterm business in the region, to ensure that activity is both relevant and flexible to the evolving openaccess publishing business environment in the region.
  • Work closely with the Indiabased Business Liaison team to extend robust postsales support to existing clients.
  • Work closely with marketing & PR teams for product promotions, brand promotions, etc. to optimize product and brand outreach among the target segments and individual users.
  • Uphold company trading and terms policy to protect profitability and value of business.
  • Prepares for, attends, and contributes to sales meetings and events to build strategic awareness and gather marketrelevant intelligence.
  • Actively liaise with stakeholder departments or groups within the business to enhance seamless service delivery to customers includes credit control, editorial, marketing, and sales support
  • Selection and adaptation of sales materials, analytics and catalogs for regular customer interactions.
This role is based at our India - New Delhi office.

Qualifications

The ideal candidate will have:

  • Thorough knowledge of selling Publishing solutions, Open Access/Open research publishing services
  • Proven experience in selling OA publishing services to Public & Private funded medical Institutions/Universities, Research Centres, corporates, research societies & related community
  • Consultative sales skills and a customerfocused approach
  • The ability to work independently and proactively
  • Willingness to travel extensively on territory and to conferences, as required
  • Targetdriven approach and the skills to manage sales budgets
  • Excellent negotiation skills, written and oral communication and presentation skills
  • A collaborative and flexible approach to working both internally and externally
  • Excellent commercial and financial awareness
  • Good analytical, decision making and problemsolving skills
  • Competent user of the core MS Office package


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