Job: Regional Sales/Account Manager, A Global Publishing Compan, Antal International

XXXXXX
JOB PROFILE
Company: XXXXXX Originated Job Number
Unit/Department: Science & Technology- Corporate Revision Date: Nov 2009
Global Job Title: (Senior) Account Manager – to be based in Beijing / Shanghai Local Job Title: Account Manager 

Background/Job Purpose:
Background
XXXXXX is the largest professional publisher and information provider in the world, operating in 3 core markets: Science & Medical, Legal, and Business-to-Business. XXXXXX is active in Europe, the USA and Asia Pacific which it considers as its most important growth market.

XXXXXX is a division of XXXXXX and a world leading provider of scientific, technical, and medical information publishing more than 20,000 products and services globally. Electronic Publishing plays an important and growing role in the product mix and XXXXXX offers a wide range of online services which complement the print products.

Purpose
As a member Science and Technology Corporate Sales team of XXXXXX, you will represent Life Sciences and Engineering & Technology products to prospects and customers in Corporate Research & Development across Australia and New Zealand. You will be responsible for the achievement of product specific sales targets across accounts in order to contribute to the overall goals of the Corporate sales group.

Key Result Areas

• Identify, qualify, and close new business, as well as maintaining current relationships and the corresponding revenue streams

• Be responsible for Account Development and Marketing activities and work in unison with agents

• Provide customer-based and market-based feedback on existing and future product areas

• Prepare and deliver technical sales presentations and demonstrations showing the capabilities of Life Sciences’ products

• Prepare and review monthly reports documenting sales results and forecasts for the remainder of the year and adjust actions accordingly

• Deliver ad-hoc training in support of pre-sales efforts and post-sales follow-up

• Develop sustainable relationships with all relevant decision makers and influencers at the customers and outside contacts necessary to engage the customer to cross sell and up sell Life Sciences products
Key Competencies:
Interpersonal Skills:

• Highly motivated and driven
• Organisational, prioritizing and planning skills
• Negotiation skills
• Highly customer focused
• Excellent Social/Communication skills
• Tact and diplomacy
• Achievement orientated
• Able to work under pressure
• Analytical
• Innovative
• Able to proactively problem solve

General Knowledge and Technical Skills:
• Computer and Web literate
• Experience with scientific software, databases, or electronic publishing
• Good MS Office skills, particularly Excel and Word
• Knowledge of STM publishing industry (preferred)
• Knowledge of the commercial market for designated area

Required Education and Experience:
• Degree in chemistry (organic chemistry focus) or biology / pharmaceutical sciences
• Good knowledge of biopharmaceutical, agrochemical, and/or material science discovery process.
• At least 4 years sales experience in B2B environment
• Willingness and ability to travel as needed throughout China & internationally

Organizational Context and Distinguishing Criteria:
Reports To (Title): Regional Sales Director, S&T Corporate APAC
Title & Number of Direct Report: N/A Number Indirect Reports N/A


Key Contacts:


Budget Responsibility: Profit Responsibility:
Revenue Responsibility: Other Monetary Responsibility:

Comments Budget includes labour costs, T & E, Advisor, IT costs (eg maintenance contracts)

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