Director of Institutional Sales and Licensing

The American Physical Society (APS) is a non-profit membership organization working to advance and diffuse the knowledge of physics through its outstanding research journals, scientific meetings, and education, outreach, advocacy and international activities. APS represents over 55,000 members, including physicists in academia, national laboratories and industry in the U.S. and throughout the world. Overall, APS is a $55 million/year operation. The Society’s offices are located in College Park, MD (Headquarters), Ridge, NY (Editorial Office), and Washington, D.C. (Office of Public Affairs).

APS seeks a Director of Institutional Sales and Licensing to devise sales and licensing strategy for the APS journals content sales and directing policies and managing staff to achieve goals arising from the strategy. The director is also responsible for managing all aspects of the subscription fulfillment management and related services to single site institutions, multi-site institutions and consortia.

The holder of the position will establish and manage institutional sales strategy for the journals and represent APS at conferences and sales meetings. He/she must be an effective manager of people and money and will work with the Publisher’s office to assist in devising for pricing, budgeting, and development of sales objectives in coordination with Marketing and Administration.

Essential Functions

  • Develop, implement and manage strategies for sales, subscription development, consortia and publication product revenue.
  • Lead in negotiations with consortia, librarians and other customer groups to manage customer demands and devise strategies and tactics to meet with the challenges of developing purchasing and publishing mandates from customers and funders (e.g. SCOAP3, Read And Publish agreements etc.).
  • Manage the planning, development, and coordination of the subscription, consortia and publication product revenue.
  • Work with the Publisher’s office to analyze data, develop pricing models for online and print products and recommend annual increases to Publisher.
  • Maintain a consistent track record of metric improvements. Make responsible and reasoned decisions regarding licensing agreements with consortia staff. Provide negotiation support and coaching to C&F staff. Focus staff on increasing revenue and reduction of attrition. Develop new initiatives and lead sales and renewal campaigns.
  • Develop structured reporting to monitor financial performance and subscription sales trends. Direct staff creating reporting and analyze reporting to forecast trends and obstacles. Develop initiatives to generate new subscription sales and renewal campaigns from current subscribers.
  • Identify qualified new sales and consortia agents worldwide, develop beneficial relationships and provide management and training.
  • Negotiate and develop regional representation agreements. Manage and strengthen existing relationships on-site, at conferences and remotely. Negotiate and manage special access agreements with institutions providing complimentary services.
  • Oversee staff conducting licensing negotiations, reconciliation, sales commissions, invoicing and approval of accounts payable. Oversee content re-use rights and permissions. Provide mentoring and opportunities for education and growth. Delegate duties and responsibilities as needed.
  • Develop and maintain strong and extensive links with key players in the library community to understand current library sector trends, maintain positive relationships and identify opportunities for APS journals sales.
  • Lead comprehensive and high caliber customer service operations, including institutional licensing, IP accuracy.
  • Oversee and manage subscription fulfillment vendors, journal printers, freight forwarders, warehouse, international subscription agents as well as copyright escrow accounts.
  • Manage projects with Journals Marketing to support conference and meeting attendance. Coordinate efforts for library support to maximize visibility. Recommend and review marketing content.
  • Direct Consortia Managers and oversee all consortia and multi-site activities, including: proposals, pricing, technical and legal contract negotiations. In addition, direct and oversee the online licensing and sales activities for academic, corporate and government subscribers at single licensing sites.

Qualifications

A college degree, either B.A. or B.S., is required. The Director should be a proactive professional with at least 5-8 years of experience planning and executing initiatives and programs within budget. Extensive experience in Circulation & Fulfillment, Database Management, Marketing, Customer Service, Sales, and Administration with progressive history of achievement are required. Ability to integrate the demands of the mission and commercial health of the Society is essential. Familiarity with subscription and business models of scholarly publishing is desirable.

Exemplary skills in relationship building and communications is necessary in order to maintain and increase APS subscription and consortia business. Demonstrated commitment to quality and service to the library community is essential. Proven ability to work collaboratively and to build and mentor customer service team; ability to initiate, carry out and conclude detailed business negotiations is a necessity. Excellent written and verbal communications skills, strong organizational and time management skills, adept at managing multiple projects, and attention to detail are necessary. Strong sales, market research and customer service skills required.

To apply, send cover letter including salary requirement, resume and a list of professional references to the attention of Human Resources via e-mail to personnel@aps.org.

About APS

The American Physical Society (APS) is a nonprofit membership organization working to advance and diffuse the knowledge of physics through its outstanding research journals, scientific meetings, and education, outreach, advocacy, and international activities. APS represents over 55,000 members, including physicists in academia, national laboratories, and industry in the United States and throughout the world. Society offices are located in College Park, MD (Headquarters), Ridge, NY, and Washington, D.C.

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APS is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

EOE M/F/D/V