Global Account Director, Academic Publishing

New York
Jan 11, 2013
Feb 10, 2013
Mr. Human Resources
Full Time

The Global Account Director is responsible for effective and profitable management of the wholesale and retail sales channels for Academic products. These include global key account management of Amazon, Baker & Taylor, Ingram and many others, and will also include the global aspects of their business outside of the USA. You will work directly with the key national account managers/directors in other significant territories across Latin America, Asia and Europe.

The primary focus of the role is to maximise sales through existing channels, prioritise key accounts, build strong relationships and refresh/renew relationships when needed. You will lead sales teams to meet and exceed the revenue, profit and market penetration goals for Cambridge University Press worldwide.

The role will work closely with the Global Online Sales Director for Academic Publishing, together they are responsible for nearly $200m of sales annually.

This position is a member of the Cambridge University Press senior management team and reports directly to the Managing Director and/or Deputy Managing Director.


Direct accountability and responsibility for key global account relationships.

Drive customer acquisition, client retention and market expansion for CUP products and represented products, overseeing sales teams worldwide to meet or exceed goals.

Lead the international sales team in co-ordination with Senior Managers in the USA, Latin America, Asia and Europe

Analyse, develop, and implement sales strategy across all markets to attain company strategic objectives. Drive revenue growth for new and renewing business, across a range of sales models

Develop Operating Plans, Strategic Plans, monthly revenue forecast, territory design, and resource planning for sales of products in all stages of lifecycle.

Pro-actively develop, manage, and coach employees at all levels of sales. Identify potential new talent to join the organization.

Work closely with product management and marketing to help shape new product development and product enhancements, participate in creation of market sizing opportunities, and input into pricing.

In conjunction with sales leaders, manage major business relationships to maximize revenue, billing, and business opportunities. Assist with negotiations as appropriate.

Manage teams in finding new opportunities and seek ways to improve processes and products to increase revenue, profitability, and customer experience.

With MD, Finance Director and HR, participate in strategic design of sales commission programs to successfully drive individual contributor behaviour.

Set the global sales strategy in coordination with the Global Online Sales Director and MD and oversee its application worldwide.

Responsible for the annual sales budget and for attaining established sales revenue targets

Strategic business development including the set-up of pipeline management, strategic territory and customer development

Support sales managers in complex negotiations.


• Significant experience in key account management, strategic sales or sales related business development within the publishing/information industry. Successful experience working with Amazon or similar companies at a senior level will be highly valued.
• Educated to degree level, with Masters/MBA preferred
• Experience in managing international teams and partners.
• Knowledge of the academic publishing industry and relationships to large academic institutions and/or key retailers is considered a plus.
• Proven track record of sustainable strategic business development, planning and territory analysis. Experience in applying strategic instruments like key account management, balanced scorecards etc.
• Very strong analytical and problem-solving skills, high affinity to managing by objectives and numbers
• Excellent negotiation skills and experience in complex negotiations.
• Strong financial skills applied to business planning and analysis
• Ability to set up business processes to support development strategy and plans
• Sound commercial judgement and awareness
• Innovative thinker and strong executer of business decisions
• Ability to travel as needed.

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