Manager - Business Development - Pay to Publish Open Research

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 science-focused 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 Pre-paid 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 long-term 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 long-term business in the region, to ensure that activity is both relevant and flexible to the evolving open-access publishing business environment in the region.

- Work closely with the India-based Business Liaison team to extend robust post-sales 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 market-relevant 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 customer-focused approach

- The ability to work independently and pro-actively

- Willingness to travel extensively on territory and to conferences, as required

- Target-driven 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 problem-solving skills

- Competent user of the core MS Office package