- Position: Institutional Sales Manager – Nordics
- Location: London/Hybrid
Description
Location: London/Hybrid
We are working with a leading international academic and STM publisher to recruit an experienced Sales Manager for the Nordics.
This is an excellent opportunity to take responsibility for a mature, high-performing territory with established institutional relationships and Read & Publish agreements. The successful candidate will manage and develop strategic partnerships across the Nordic region, protecting existing revenue while identifying opportunities for further growth.
The role will have a particular focus on supporting universities, research organisations and library consortia as they continue their transition towards Open Access and sustainable publishing models.
Key Responsibilities
- Lead commercial and institutional relationships across the Nordic region.
- Manage strategic partnerships with national library consortia, universities and research organisations.
- Deliver successful renewals across Read & Publish and subscription agreements.
- Develop strategic account plans using publishing output, usage and commercial data.
- Identify opportunities to grow existing partnerships through upselling, cross-selling and transition to Read & Publish models.
- Develop and negotiate commercial proposals within agreed pricing frameworks.
- Monitor competitor activity alongside developments in procurement and Open Access policy.
- Represent the organisation at consortium meetings, industry conferences and customer events.
- Maintain accurate forecasting, pipeline management and commercial reporting through Salesforce.
About You:
You will be an experienced institutional sales or strategic account management professional with a strong background in academic, scholarly or STM publishing.
You should have a good understanding of the scholarly communications landscape and be comfortable developing long-term relationships with senior stakeholders across universities, research institutions and library consortia.
Ideally, you will bring experience of:
- Academic or STM publishing
- Institutional and library consortium sales
- Read & Publish / Open Access agreements
- Strategic account management, ideally within the Nordic markets
- Complex commercial negotiations
- Managing renewals and growing established accounts
- CRM-based pipeline and forecasting management
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Contact Details:
ALPSP Special Interest Group Recruitment Team
