Company Description

Informa is a leading academic publishing, business intelligence, knowledge and events business, creating unique content and connectivity for customers all over the world. It is listed on the London Stock Exchange and is a member of the FTSE 100.

Taylor & Francis Group produces high quality, peer reviewed books and journals. We produce unique, trusted content by expert authors, spreading knowledge and promoting discovery globally. We aim to broaden thinking and advance understanding, providing academics and professionals with a platform to share ideas and realise their individual potential.

Job Description

We are looking to hire an Account Manager for our US commercial team. Reporting to the Sales Director, you will be responsible for territory and channel revenue targets and roles including collaboration with Editorial, Marketing and Open Research departments to ensure a well coordinated team management approach.

 What you'll be doing: 

• Strong focus on short to medium term sales strategy
• Achieving and exceeding annual sales targets, contributing to the overall revenue and profit objectives of the business division
• Plans department resources and team structure, in conjunction with line manager
• Plans, schedules, and carries out regular sales visits to customers to achieve financial targets within own sales region across product portfolio, customizing sales documentation and tools to maximize sales opportunities.
• Develop strong professional and industry stakeholder networks with key accounts within the assigned territory
• Cultivate strong, holistic relationships with the customer base, working to ensure that trading with each account is sustainable, profitable, and delivering a high level of customer satisfaction
• Collects and disseminates market, competitor, and customer feedback, including passing on leads where the customer and business would be better served by a different T&F channel/offering
• Establish a strategic approach to the short, medium- and long-term business on territory, to ensure that activity is both relevant and flexible to the evolving trading environment over time
• Uphold company trading and terms policy, to protect profitability and value of business in territory/channel
• Actively liaise with stakeholder departments or groups within the business to enhance T&F’s coverage of the territory – includes credit control, editorial, marketing, HE sales and sales support
• Selection and adaptation of sales materials and catalogues for regular customer visits, as well as the creation of titles lists and the provision of catalogues (both existing and bespoke) and additional materials for customers attending conferences/events.
• Conducting key analyses of products, customers, markets, and competitors. Develop and maintain knowledge of business and market trends. Identify areas of opportunity; offer suggestions and make recommendations for improvement to appropriate managers.

Qualifications

What we're looking for:

• Professionalism – Will approach others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Analytical – Ability to synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
• Problem Solving – Able to identify and resolve problems in a timely manner; with accurate skill, gathers, and analyses information. Develops alternative solutions, works well in group problem solving situations and uses reason even when dealing with emotional topics.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Teamwork - Balance team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
• Leadership - Exhibit confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
• Business Acumen - Understand business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.

Skills and Behaviors Required:

• Market Knowledge & Experience - Ideally 2-5 years in sales experience, preferably in higher education. Knowledge and experience in academic library markets. Relevant experience working in an academic or government research library is preferred.
• Customer Service – Ability to manage difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Interpersonal Skills – Ability to focus on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Follows policies and procedures; Upholds organizational values.
• Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
• Personal Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.

Additional Information

What we're offering in return:

• Annual base salary ranging from $65000 - $80000 bonus
  • Annual base salary commensurate with sales and industry experience
• An excellent work/life balance with a fantastic, flexible working culture
• Paid sick time
• 15 days annual leave per year plus an extra day off for your birthday
• Paid leave for significant life events (e.g. moving, marriage, etc.)
• 3 additional discretionary paid days off during the holiday season at the end of the year
• Up to 4 weeks of paid parental leave
• Medical, vision, and dental benefits
• 4 volunteer days per year
• 401(k) employer match
• Seasonal social and charitable events

• Work/life balance: At Taylor & Francis we care about our colleagues, promoting work-life balance, wellbeing, and flexible working. You will be joining a thriving business, working alongside an exceptional group of people. We believe that the skills and experience you bring to Taylor & Francis are invaluable. We want you to have the opportunity to develop your abilities, and to innovate and develop in areas which you are passionate about.

• Training And Professional Development: We’re passionate about ensuring you have all the tools and resources at your fingertips to reach your short and long-term career goals. We’ll support you in your journey by working together on your own bespoke Taylor & Francis Development Plan, ensuring you have the resources, tools, support and coaching that will get you where you want to be.

What you should know:

• You must have the right to work in the United States
• Travel - up to 25%
• Location - This position can be based anywhere within the US, but sales territory will fall within Midwestern region

• Interview process: Once you have submitted your application, we may get in touch with you for an initial screening conversation or ask you to complete a short video interview to enable us to better understand your skills, experience, and motivation. Following this, you will be invited to attend a competency-based interview, either virtually or in person. Typically, we’d then finish the interview process with a final, 2nd stage interview before extending an offer to the successful applicant. We want all our candidates to shine in our recruitment process. Please let us know if there is anything we can do to ensure you are able to show us your best self. This could include having the application form in a different format, more time for questions, or anything else – please ask us, we are happy to be flexible! Please contact [email protected]

• Being ‘you’ at Taylor and Francis: Here at Taylor & Francis, we know that many times the 'perfect candidate' doesn't exist, and that people can feel discouraged about applying for a job if they don't fit all the requirements. We encourage you to apply if you're excited about working for us and have some of the skills or experience we're looking for. We believe in the notion that many skills and experiences are transferrable, and you could be just what we need! Taylor & Francis is proud to be an Equal Opportunity Employer. We strongly believe in the value of diversity of people and thought. We strive to foster a supportive and inclusive environment where our colleagues can learn, develop, and succeed, all while feeling comfortable with being their true self. We embrace all walks of life regardless of race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, veteran status, citizenship, or any other protected characteristic under local law.

To find out more about our business and the great career opportunities please go to our Careers Site: http://www.taylorandfrancisgroup.com/careers

Or better yet check out our LinkedIn ‘Life’ Page, highlighting our accomplishments, employees, and company culture. It’s also a good way of meeting our recruitment team, who will be happy to advise you on your journey here at T&F.

https://www.linkedin.com/company/taylor-&-francis-group/life/79e0c27c-afdf-4bbb-84e6-5f8ed5e10bb8/