Job title: Director of sales, publishing (part-time)
Salary: Competitive
Location: Field based

 

BCS, The Chartered Institute for IT, is committed to making IT good for society. We use the power of our network to bring about positive, tangible change. We champion the global IT profession and the interests of individuals, engaged in that profession, for the benefit of all.

We are looking for a Director of Sales, Publishing to join our Publishing department, for a part-time permanent opportunity working in a field-based capacity.

About the role

Responsible for management of our publishing sales and delivery of new commercial opportunities including the development of strategies to maximise and grow revenue through adept client and regional management. This role is responsible for fostering a culture of consultative sales excellence which is orientated towards customer need in a rapidly changing market environment.

Key responsibilities

  • Budget and target setting: Agree an appropriate sales budget for the FY / Quarter / month with the Head of Publishing and set sales targets for accounts and sales representatives accordingly, so that the budget is achieved overall. Identifying and prioritising growth opportunities by sales channel, product formats and contract publishing;
  • Strategy: Work with the sales and publishing teams and wider business to develop, and oversee the implementation of, effective sales strategies so that revenue and market share are maximised via our range of partners and clients;
  • Relationships: Manage key external and internal relationships to best effect to drive growth, develop our market position and facilitate innovation. These relationships include key training partners, examination bodies, corporate partners, channels, distributors and senior stakeholders in the Institute and L&D;
  • Management: Manage all aspects of the publishing sales activity, and implement strategy, most effectively. This includes overseeing the provision of regular sales meetings with external partners / prospects and internal colleagues, briefing the colleagues on commercial opportunities, business models, pricing and other significant developments, and / or development of a external relationships to ensure effective implementation on the ground;
  • Continuous Improvement: Continuous monitoring and evaluation of the sales representatives’ progress and providing quality feedback to maximise performance. Motivate and incentivise representatives appropriately so that targets are achieved;
  • Forecasting and Reporting: Take responsibility for sales forecasting for new and existing products and performance. Ensure monthly sales reporting is timely so that the business is kept informed about sales progress and market trends;
  • Projects: Represent the publishing division on projects critical to the business, such as development of new models, product or delivery platforms and the improvement of supply chain efficiencies or key business systems;
  • Industry awareness: Maintain and develop your knowledge of and participation in industry developments and competitor activities in order to bring this information into the business and foster an outward-facing culture across the teams;
  • Tender management: Take responsibility for owning and completing sales responses to relevant market tenders with appropriate support from the Head of Publishing;
  • Flexibility is required of all job holders to adjust responsibilities as required from time to time by their Line Manager / Divisional Director;
  • All staff will live BCS’ values and support our purpose;
  • Continually looking at ways to make improvements to systems, processes and procedures;
  • The content and reporting lines detailed in this job description may be reviewed and changed from time to time to reflect organisational requirements.

Who we are looking for

Education and qualifications
  • Educated to degree level or equivalent
  • 5 x GCSE’s or equivalent, including English and Maths, at Grade C or above
Experience
  • Significant experience within a sales management or director position
  • Demonstrable track record of sales management generating revenues in excess of £1 million
  • Demonstrable experience managing sales representatives to drive revenue growth
  • Demonstrable experience of managing publishing sales operations
  • Proven experience of leading and managing successful publishing sales
  • Proven experience in writing and winning invitation to tender processes
  • Demonstrable sales experience of growing a publishing business
  • Significant relevant industry experience
Competencies and skills
  • Proven strong interpersonal and customer relation building skills
  • Self-motivation
  • Strong technical / IT skills
  • A natural influencer with the ability to relate easily and effectively to colleagues, customers, suppliers and partners
  • Well organised and results oriented
  • Able to develop organisational skills and methods within the team. Follows through appropriately
  • Numerate. Able to analyse complex data to establish trends and forecasts
  • Confident presenter and communicator
  • Ability to lead, manage, motivate and develop team members
Knowledge
  • Essential - knowledge of the publishing industry - books and eBooks
  • Desirable - knowledge of the learning and development industry
Special conditions
  • Frequent offsite visits to clients, partners and suppliers may be required;
  • International travel according to business opportunity may be required;
  • Some out-of-hours working including weekends may be required;
  • A willingness to travel according to business opportunity is a pre-requisite for this role;
  • Full UK driving licence is required.
How to apply

Please send your CV to hr@bcs.uk