Requisition Number 1081

Sales and Marketing

Required Qualifications:

• Bachelor’s degree required. MA/MBA preferred
• Five-Seven years in sales and/or customer relationship management and/or marketing; preferably in an electronic publishing environment
• Excellent supervisory skills
• Specific types of application knowledge and expertise desirable to include word processing, database management, email, spreadsheets. MS Access database, desktop publishing and some experience with or proclivity to work with multiple, complex business computing files and processes
• Must possess excellent presence, sales, written/oral communication, and interpersonal skills with the ability to present publicly to small and large groups
• High level of interpretative skills and excellent listening skills
• Excellent organizational skills, and strong diplomacy skills

Description:

• Responsible for overall sales and market planning, development, execution, and achievement of sales objectives associated with APA e-products including PsycINFO, PsycARTICLES, PsycBOOKS, PsycEXTRA, PsycCRITIQUES, and other products as assigned. Identify and pursue sales and customer relationship management objectives among domestic and international institutions, third-party vendors, distributors, consortia, corporations, hospitals, public libraries, government, other professional groups and organizations, etc. Create, budget for, and manage an inside sales and licensing departmental budget.
• Develop and maintain a close working relationship with vendor partners and customers providing new and renewal sales quotations, sales leads, confirmed trials and sales. Oversee reconciliation of reported vendor sales and payments. Responsible for developing, revising, and customizing institutional license agreements on an as-needed basis, and ensuring such agreements comply with APA policy. Must be cognizant of and comply with the terms and conditions of agreements between APA and its third party vendors and distributors. Identify and report on customer and market trends to senior sales and marketing management.
• Manage A+ customer information database. Supervise the creation, development and implementation of an upgrade to the customer database, as well as develop and implement processes and procedures concerning data entry and data quality, customer and vendor communications, and report generation to support new and renewal sales efforts and maintenance of accurate contact and sales information.
• Develop and execute single-site sales to meet sales objectives. Oversee the development and issuing of new and renewing customer price quotations as well as following up the same. Negotiate terms of sale and licenses relating to e-products. Create sales presentations, develop sales plans and electronic licensing revenue forecasts, and prepare annual revenue and expense budgets. Exercise hiring/firing/supervisory authority over a staff of 8; must supervise staff consistent with APA management philosophy and core values. Consult with Publisher; Senior Director of Sales, Licensing, Marketing and Exhibitions; Senior Director of PsycINFO Operations; Marketing; Finance; General Counsel’s Office; ITS; Electronic Publishing Support and other administrative groups as required.
• Work closely with and assign staff to support the Manager of Worldwide Key Accounts regarding consortial sales and this manager’s sales staff regarding single site sales on the APA PsycNET platform. Such support includes supplying information about sales quotations, confirmed sales, and customer issues; entering of data into the A+ customer database; and providing regular updates about the status of the reconciliation of consortial vendor sales and payments.
• Provide input to marketing staff on development of sales promotion & sales collateral material. Coordinate sales presence at relevant conferences in cooperation with the Exhibitions Manager. Develop as necessary and participate in internal/external sales related meetings; maintain activity in related trade associations such as ALA, MLA, etc. and other technical societies, participating in their leadership when possible. Contribute to the development of electronic product pricing.

Qualified candidates should send resumes indicating requisition number, cover letter and salary requirements to: American Psychological Association, Human Resources, 750 First Street, NE, Washington, DC 20002-4242, or via email to Human Resources or fax to 202-336-5501.