Account Manager, Consortia

We are the world’s largest university press. We have both a worldwide reach and a personal understanding of local needs, partnering on the ground to adapt publications and resources to meet the individual needs of communities, societies, and countries. We partner with researchers, educators, and technology partners to stay ahead of the changing ways people around the world are accessing and sharing knowledge. With a presence in more than 50 countries and millions of customers around the world, an idea launched at OUP can have a global impact.

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Advancing Knowledge and Learning

 

ABOUT THE ROLE

OUP is a mission led organization delivering excellence in education around the globe through publishing. The Account Manager, Consortia will focus on long term foundational sales primarily working on complex, multiparticipant renewal agreements. This work allows for a lot of strategic thinking and the cultivation of relationships of the networks and consortia accounts in their portfolio. This role is perfect for a skilled communicator and deft negotiator with interest and experience in emerging business models pertaining to open access, journals, online products, and book selling. The Account Manager, Consortia role requires travel 10%-15% of the time. This role can either be hybrid out of our Cary, NC office or remotely in the United States. Make a difference in this role by navigating through varied day to day tasks to build strong relationships with our consortia accounts and bringing high quality education resources nationwide.

The Account Manager, Consortia is responsible for the development of strategic plans to drive the growth of Oxford University Press (OUP) products sold to libraries via networks and consortia accounts within a defined territory. The Account Manager will develop and maintain new and existing business relationships with networks and consortia customers, identifying opportunities to promote OUP resources and coordinating regional sales opportunities to achieve strategic goals.

 

Key accountabilities include:

 

• Meet or exceed goals; contribute to achieving sales growth through assigned network and consortia accounts.
• Responsible for maintaining professional relationships with all library consortia and networks in assigned territory, meeting at library conferences, in-person visits where applicable, and frequent contact via email and/or phone conversation.
• Routinely examine customer account base to identify areas of opportunity for new business, and formulate an annual business plan with the Regional Manager and the Senior Director of Institutional Sales to capitalize on these opportunities.
• Provide pre- and post-sales support in assigned territory for Oxford Journals collection agreements.
• Responsible for introducing new products to existing consortia and networks to generate interest amongst the membership.

• Facilitate as many consortia offers as possible within existing accounts, working closely with the Sales Representatives and Sales Associates to maximize these offers, clearly communicating all information and updates about offers that involve their accounts.

• Ensure that orders from consortia are gathered at deadline, and that they are submitted to Customer Support accurately. Work with the Regional Manager to ensure that appropriate Sales Representatives or Sales Associates receive sales credit for their sales efforts in ensuring the individual members of each consortium are contacted to promote the consortia offer.
• Responsible for the coordination of the subscription renewals process through network and consortia accounts, providing product details and renewal quotations to accounts on a timely basis to ensure best possible renewal rates.
• Respond to institutional sales team members request to approach consortia accounts to facilitate offers based on membership interest.
• Conduct research, analyze information, and use computational skills to determine accurate price quotations to network and consortia accounts.
• Thoroughly and accurately document account details and account communication in Salesforce.com.
• Develop superior knowledge of OUP’s suite of online products, along with the OUP subscription management and access control systems.
• Work closely with Marketing and the Online Product Specialist team to effectively promote new and existing products to consortia accounts via online product demonstrations and dissemination of targeted marketing materials.
• Acquire an understanding of the basic terms of our license agreements and facilitate the signing of consortia license agreements.
• Attend pertinent library conferences, vendor fairs and make individual consortium customer visits, both to maintain positive customer relationships and drive new business.
• Present online products to large and small groups of potential customers.

 

 

ABOUT YOU

• Bachelor’s degree and 2-3 years in customer-facing roles working with online products and/or scholarly journals in the library marketplace or equivalent experience.
• Ideal candidate will have a background working with library consortia in an internal or external account management role.
• Knowledge of scholarly communications environment is highly desirable.
• Strong written, verbal, numerical, and analytical skills, self-sufficiency, collaboration, and the ability to balance the sales and service elements within relationship management are all central to the role.
• Microsoft Office skills, particularly in Excel, are required.
• Highly motivated to become a top-notch sales producer, demonstrating initiative, diligence, and a willingness to learn.
• Experience analyzing data to drive priorities and activities, and strong numeracy skills for the preparation of complex quotations.
• Able and willing to spend up to 10%-15% of time traveling to library conferences, sales meetings, and on-campus site visits as required or needed.

 

BENEFITS

We care about work/life balance at OUP. We offer 15 days’ vacation time that rises with service, 8 sick days, plus floating holidays, personal days, company holidays, and a 35-hour working week. We are open to discussing flexibility in respect of working hours and the use of technology to support regular remote working, dependent on role. We also have a great variety of active employee networks and societies.

We care for you and your dependents by offering health, dental, and vision insurance plans to our full-time employees. Each plan has multiple levels of coverage to fit your needs and has a high level of contribution made by OUP. In addition, we offer Employee Assistant Programs for all full-time employees, regardless of whether you elect in health insurance. We also offer life insurance and disability insurance.

We help make your money go further by providing a non-elective contribution on your behalf to your retirement plan of 7% of your salary and a matching contribution to the retirement plan of 50% on the first 6% of employee contributions on based earnings.

This role also includes a sales bonus.

 

 

Location: This role is hybrid in Cary, NC or remote in the United States

Base Salary: $46,550 - $69,825 dependent on skills and experience

GJC: I5 (for internal purposes only)