Licensing Associate

New York
Sep 03, 2013
Oct 03, 2013
Springer HR
Full Time
Job duties
The Licensing Associate works closely with the Director and all members of the corporate sales team in the Americas territory to sell Springer’s e-content on multiple platforms to corporate libraries and R&D organizations. The position includes prospecting and pre-sales support responsibilities in the defined corporate vertical markets. Specific responsibilities include:

• Generate qualified leads to sell Springer’s portfolio of electronic publications and databases.
• Demonstrate competence and in-depth knowledge of Springer products and platforms and maintain awareness of current global technology and information industry trends as well as competitive and market intelligence.
• Maintain high level sophisticated customer contact through in person meetings, phone, web-conferencing, and by email.
• Develop strategic relationships with internal departments across Springer’s global organization including Marketing, Product Management, Product Innovation and Platform Development, Sales Support, Sales Operations, and Editorial.
• Identify new prospecting sources and strategies to develop sales opportunities in the corporate vertical markets.
• Provide support to existing campaigns managed by sales and marketing colleagues.
• Forecast with a high degree of accuracy in the short term and long term.
• Prepare effective proposals and oversee the creation of sales documents.
• Lead sales webinars and participate in sales meetings.
• Conduct detailed usage analyses both reactively and proactively for customers.
• Track sales opportunities, pipeline, and call reports in our SAP CRM system.
• Other related duties as needed.

Job requirements
• Bachelor’s degree.
• Minimum 2 years prior work experience with solution-based, consultative selling to corporate libraries or research organizations, preferably in the engineering, petrochemical or energy industries.
• Previous experience in the Scientific, Technical, and Medical (STM) publishing market with knowledge of eJournal, eBook, and other electronic information product licensing.
• Ability to communicate effectively in Spanish is a plus.
• Strong computer skills - MS Word, Excel, Access and PowerPoint mandatory.
• Ability to travel domestically and internationally, as required.
• Creativity and tenacity in sourcing new leads in key vertical markets.
• Ability to work with numerous individuals on a daily basis to manage sales and marketing campaigns, address customer service issues, and identify custom solutions in order to achieve individual and group sales targets.
• Confident and polished presenter with excellent written and verbal communication skills.
• Must be motivated, flexible and be able to work independently.
• Detail oriented and highly organized.
• Excellent project management and negotiation skills.
• Must demonstrate initiative and follow-up skills.
• Able to cultivate new relationships and enhance existing relationships with customers and colleagues.
• Leverage internal departments efficiently towards success of the sales goal.