About the job
The Director of Specialist Sales plays a pivotal role in bolstering revenue growth and enhancing market presence for targeted product lines. This position involves crafting and implementing strategic sales initiatives while collaborating with the commercial team, including VPs, Heads of Sales, and Account Managers, as well as key internal stakeholders. The focus will be on formulating a comprehensive market strategy aimed at optimizing high-value opportunities and proposals for eBooks content across the Americas. Working closely with the direct sales team, the Director will devise territory plans, identify standalone and blended packages to augment market penetration, and establish a robust revenue pipeline. They will also lend their expertise in book inclusions for proposals, assist Account Managers during customer presentations, and mentor approaches for mid-tier institutions through workshops and proposal development.
Moreover, the Director of Specialist Sales will spearhead a team of dedicated experts, bridging sales and product teams to refine go-to-market strategies, deliver training to staff, and boost product adoption and marketability. This role requires collaboration with editorial, product, and technology colleagues, as well as both internal and external stakeholders, to develop a market-focused roadmap. The Director will conduct market analyses, identify new programs and budgets, and implement innovative strategies to discover new opportunities and deliver exceptional customer value.
Key Responsibilities:
- Strategic Revenue Growth: Leads collaborative sales efforts to achieve or surpass quotas for specialized product lines in conjunction with sales account managers.
- Product Expertise & Training: Serves as the subject matter expert, providing training to sales staff and customer service representatives on product features, benefits, and demonstrations.
- Go-to-Market Strategy: Partners with marketing, editorial, and account management teams to craft market-specific strategies, identify customer needs, and enhance product positioning.
- Client & Stakeholder Management: Engages directly with clients to comprehend requirements, resolve technical issues, and showcase product value.
- Performance Tracking: Oversees key performance indicators (KPIs) to assess revenue achievement and optimize sales processes.
- Leadership and Mentoring: Provides guidance and mentorship to team members while enhancing sales processes.

