Institutional Business Development Manager

Job title: Institutional Business Development Manager 

Location: Shanghai – hybrid working model

About Springer Nature

Springer Nature is one of the leading publishers of research in the world. We publish the largest number of journals and books and are a pioneer in open research. Through our leading brands, trusted for more than 180 years, we provide technology-enabled products, platforms and services that help researchers to uncover new ideas and share their discoveries, health professionals to stay at the forefront of medical science, and educators to advance learning. We are proud to be part of progress, working together with the communities we serve to share knowledge and bring greater understanding to the world. For more information, please visit about.springernature.com and @SpringerNature. 

About the role:

To generate sales revenue for Nature Portfolio branded and custom products from the relevant territory / client accounts, to help whole team reach sales goals. Fundamental to this role is the development of productive and long-term external institutional client relationships.

Key tasks:

For the relevant defined territory / client accounts, develop and grow sales revenues to achieve financial targets across all relevant products, including but not limited to:

• All Nature Portfolio branded services and products across all platforms for client marketing services and research solutions (partner content, sponsorship, conferences, training, strategy reports, custom solutions etc.)
• Capable to develop sales strategy and solutions for clients in defined territory, capable to develop new clients and build up solid pipeline to generate revenue.
• Manage key accounts to establish close interaction between businesses and to understand their structures and strategies to strengthen relationships and increase spend, achieve and maintain a high level of sales calls, client meetings and external sales activity.
• Working directly with institutional and government clients as well as agencies, use consultative sales skills to build and develop strong sales relationships.
• Creatively work with existing clients, systematically work on large scale custom projects.
• Systematically work on large scale commercial projects from initiation through all relevant phases including the successful sale and project delivery, build effective relationships with all relevant internal departments such as editorial, marketing, production, and project management, as well as clients.
• Work collaboratively with local and global colleagues to create a culture of success, excellence and continuous development and to realise synergies and enhance our profile and reputation
• Willing to frequent business trips to defined territory in China.
• Ad hoc tasks relevant to the role’s remit

 Key relationships:

• Research organizations/researchers/scientists
• Team members in greater China and key global offices
• Colleagues in the editorial, marketing, project management, production (both print and electronic), legal and finance departments

Qualifications:

• An undergraduate qualification, better in science or medicine or education or commerce management (or equivalent relevant professional experience)

Skills/knowledge:

• Strong commercial drive alongside proven experience in leads generation and maximising revenue potential and business development
• Ability to develop needs and value-based proposals of products and solutions for institutional clients
• Strong interpersonal and influential communication skills, with effective negotiation and presentation skills
• Positive ability to develop long-term professional relationships with institutional clients

Experience:

The ideal candidate will be a dynamic, constructive team player who has demonstrated the ability to work successfully within a complex organization.  He/she should have a proven track record with B2B client facing experience in developing new deals to senior level executives at key academic organizations.

• At least 5 years’ experience working in professional services companies with strong experience in business development/sales, preferred experience in science and publishing industries in academic market
• Experience of institutional selling and key account management
• Proven capability of solution selling and achieving sales target
• Knowledge and resources of academic network are highly preferred
• Connection with academic market will be a plus

Need to Do

• Highly self-motivated, resourceful and achievement oriented
• A creative approach to problem-solving
• Active, supportive team player
• Good written and verbal communication skills in English
• Strong interpersonal skills and a customer service ethos are essential, as is attention to the detail of implementation
• Familiar with office system such as salesforce etc.

Need to be capable of

1. Personal Effectiveness and Professionalism

Maintains a professional attitude and approach to work. Takes an ethical approach to internal and business relationships. Is aware of compliance and regulations as a framework for business activities. Produces consistent results both professionally and personally. Use of initiative and a proactive approach with drive to make a contribution. Focuses on achieving positive results contributing to team goals and the overall success of the business.

2. Customer Focus (internal and external customers)

Drive and motivation to meet or exceed customer expectations, Nurtures relationships by recognising and delivering on internal and external customer’s needs and opinions.  Makes customers and their needs a primary focus of their actions.

3. Relationship Building/ Teamwork (incorporating Communication, Influencing & Collaboration)

Builds effective relationships through positive communication that motivates and influences others. A valued team member actively involved in achieving team objectives.  Works cooperatively and flexibly with other members of the team. Effectively communicates relevant ideas or details of events in a way that enhances relations in the work environment. Successfully influences others to accept and support an idea/proposal/plan.

4. Managing Complexity incorporating decision making, planning and organisation, and resilience

Can work effectively in a highly complex, diverse, changing environment.  Changes own behaviour to deal with changing circumstances.  Maintains a high level of performance under conditions of increased pressure, competition and adversity. Achieves results by setting goals using quality planning, analysis and decision-making skills. Adapts and copes successfully with changing circumstances.  Structures activities within an established time frame, following up on details to achieve

maximum effectiveness.

5. Problem Solving

Takes initiative to identify current and potential problems and determines the best possible solution. Involves and/or manages the people and resources required.  Identifies the cause of problems and key issues through investigation; identifies effective, logical and practical solutions.  Makes decisions in a timely manner and evaluates their effectiveness

At Springer Nature, our mission is to be part of progress – and that begins with inclusion: of people, perspectives, and ideas. We believe that diverse perspectives drive progress, and we are committed to creating an environment where people and ideas can flourish. If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. Find out more about our DEI work here https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion   

For more information about career opportunities in Springer Nature please visit https://springernature.wd3.myworkdayjobs.com/SpringerNatureCareers/

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