Director, Global Commercial Revenue

About the role

This position serves as the leader of the Sales Team within Commercial Sales Division. This includes developing and implementing strategy and delivering successful outcomes across global customer base. The position directly manages a global team.

Responsibilities

• Drives revenue growth, cost management, sets annual sales targets, manages transformation from print to digital and launches, tests, and develops new products for the global marketplace.
• Fosters positive morale in the Commercial Sales team and works with other sales teams across Sage to set and implement a company sales culture.
• Helps lead and direct Sage’s commercial sales program through a time of significant change with a challenging external environment, including ongoing shift from print to digital, the move to open access, and evolving industry trends.
• Responsible for Sage’s global Commercial Sales program and maintains Sage’s relationships with the broader Commercial Sales and Medical/STM journal publication industries, which can help bring new journals or content to Sage and keeps Sage up to date with new developments in the industry.
• Directs and manages aspects of the full sales cycle including Revenue Enablement Program, Marketing, Data Insights (external and internal), CRM and Account Support Function.
• Generates and tracks costs against an annual budget for global commercial sales. Works with Senior Leadership and Finance to set annual and quarterly targets and adjust expenses as needed.
• Holds all direct sellers accountable to hit key KPI’s for pipeline development and progression, forecasting, high quality sales engagements using consultative selling techniques, full utilization of technology stack to drive revenue growth, and proper use of T & E to drive territory goals.
• Grows revenue and exceeds assigned targets in a challenging business environment, protects existing revenue bases and acquires new customers to drive an overall revenue increase, successfully launches new products, product models while scaling business profitably and efficiently, manages cost base expertly with assigned teams reporting into the Director role, monitors, tracks, and mitigates when required without losing sight of revenue targets, drives use of the entire tech stack across teams to achieve the optimal return on investment on technology spend, provides team accountability through monitoring and support, tracks revenue with Sage’s accounting department, works with Accounts Receivable when required, provides projections for acquisitions when needed, may be asked to attend key society and publishing conferences and/or be a part of a presentation for a new journal or business venture.

Qualifications & Experience

• Prior experience as Commercial Sales Director or equivalent.
• Extensive experience in strategically leading and managing global Commercial Sales teams to success.
• Proven ability to communicate and sell to all levels of decision makers.
• Proven track record and experience in delivering revenue growth from print and digital advertising and content sponsorship in the publishing environment.
• Demonstrable knowledge and experience of non-subscription sales activities and products within the Medical/STM journal publication industry.
• History of judgement in relationship management including strong influencing, sales negotiation and communication skills and the ability to lead projects and deliver results.
• Comprehensive experience and competency with formulating budgets, sales targets reforecasting sales and reporting of financial data to senior management.
• Ability to manage and hold accountable teams around the globe with challenging time zones.
• Track record of translating innovative ideas into delivered products.
• Proven examples of transforming commercial sales teams.
• Proven highly effective organizational and delegation skills, strong data literacy, strong motivational skills, and expect communications skills within small and large settings.
• Highly effective team leadership, frontline seller management, coaching, goal setting, and monitoring performance goals.
• Able to demonstrate high level of problem solving and conflict resolution skills.