This position serves as the leader of the Sales Team within Commercial Sales Division. This includes developing and implementing strategy and delivering successful outcomes across global customer base. The position directly manages a global team. Responsibilities include driving revenue growth, cost management, setting annual sales targets, managing transformation from print to digital and launching, testing, and developing and establishing new products for the global marketplace. This position also fosters positive morale in the Commercial Sales team and works with other sales teams across Sage to set and implement a company sales culture.
Essential Job Functions and Responsibilities
Strategy
•Helps lead and direct Sage's commercial sales program through a time of significant change with a challenging external environment. This includes our ongoing shift from print to digital, the move to open access and its potential impact on reprint sales, and ongoing evolution in the Medical/STM journal publication industry and the challenging Professional Media market.
•Pushes for innovation in our commercial sales to keep current with, or ahead of industry trends, and to provide insurance against revenue declines in older product lines. Responsible to diversify revenue across all products and build account revenue through selling a variety of product types.
•Responsible for Sage's global Commercial Sales program and maintains Sage's relationships with the broader Commercial Sales and Medical/STM journal publication industries, which can help bring new journals or content to Sage and keeps Sage up to date with new developments in the industry.
Management
•Has direct management responsibility for the Global Commercial Sales teams. This may include team members in India Global Services Department and Asia Pacific Region.
•Manages aspects of the full sales cycle including Revenue Enablement Program, Marketing, Data Insights (external and internal), CRM and Account Support Function.
•Generates and tracks costs against an annual budget for global commercial sales. Works with Senior Leadership and Finance to set annual and quarterly targets and adjust expenses as needed.
•Responsible for holding all direct sellers accountable to hit key KPI's for pipeline development and progression, forecasting, high quality sales engagements using consultative selling techniques, full utilization of technology stack to drive revenue growth, and proper use of T & E to drive territory goals.
Delivery
•Responsible for growing revenue and exceeding assigned targets in a challenging business environment.
•Must simultaneously protect existing revenue bases and acquire new customers to drive an overall revenue increase.
•Responsible for successful launch of new products, product models while scaling business profitably and efficiency.
•Must manage cost base expertly with assigned teams reporting into the Director role. The director must monitor, track, and mitigate when required without losing sight of revenue targets.
•Must drive use of the entire tech stack across teams to achieve the optimal return on investment on technology spend. This role is ultimately responsible to provide team accountability through monitoring and support.
•Tracks revenue with Sage's accounting department. Works with Accounts Receivable when required.
•Provides projections for acquisitions when needed. May be asked to attend key society and publishing conferences and/or be a part of a presentation for a new journal or business venture.
Culture
•Connects with other sales leaders at Sage to help build a corporate sales culture, exchanges information on guidelines, and leverages intel from external consultants.
•Works in tandem with other team leads to progress on Sage's Cultural Imperatives and Commercial Sales Mandates.
•Participates actively as a member of the global Director Management Group and to embrace the various important corporate imperatives including Diversity, Equity & Inclusion, Continuous Improvement, Continuous Feedback, and the Hybrid Working initiatives.
Skills, Qualifications & Experience
•Prior experience as Commercial Sales Director or equivalent.
•Extensive experience in strategically leading and managing global Commercial Sales teams to success.
•Proven ability to communicate and sell to all levels of decision makers.
•Proven track record and experience in delivering revenue growth from print and digital advertising and content sponsorship in the publishing environment.
•Demonstrable knowledge and experience of non-subscription sales activities and products within the Medical/STM journal publication industry. History of judgement in relationship management including strong influencing, sales negotiation and communication skills and the ability to lead projects and deliver results.
•Comprehensive experience and competency with formulating budgets, sales targets reforecasting sales and reporting of financial data to senior management.
•Ability to manage and hold accountable teams around the globe with challenging time zones.
•Track record of translating innovative ideas into delivered products.
•Proven examples of transforming commercial sales teams.
•Proven highly effective organizational and delegation skills, strong data literacy, strong motivational skills, and expect communications skills within small and large settings.
•Demonstrable experience of strong, effective team leadership, frontline seller management, coaching, goal setting, and monitoring performance goals.
•Able to demonstrate high level of problem solving and conflict resolution skills.
Benefits
Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with Sage covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest. Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role.
