Publications Account Executive, West U.S. & LATAM

Who we are: The American Physical Society is a nonprofit membership organization working to advance physics by fostering a vibrant, inclusive, and global community dedicated to science and society. APS represents more than 50,000 members, including physicists in academia, national laboratories, and industry in the United States and around the world.

About the role

The publications account executive, West U.S. and LATAM reports to the publications sales manager and plays a key role in managing institutional and consortia accounts within the region for the American Physical Society (APS). This role is responsible for achieving revenue targets through managing renewals and driving new sales, with a focus on growing APS revenue across customer channels including academic libraries, corporates, and government accounts. APS has a “remote first” concept that promotes equal treatment and equal access within the United States, independent of physical work location.

Responsibilities

• Strategic Revenue Generation
  • Create and execute detailed plans to achieve revenue targets for renewals, new sales, and Open Access agreements.
  • Contribute regional knowledge to support the development of APS publishing strategy within the region, including advising management on emerging trends, opportunities, threats, risks, competing priorities, and other concerns.
• Customer Relations
  • Provide customers with timely and accurate customer data, pricing guidance, and prospecting details in accordance with sales plans.
  • Meet with customers regularly for product training, updates, and negotiation support.
  • Coordinate the timely acquisition of documents, certifications, and other procurement requirements required by customers to close agreements.
• Collaboration
  • Ensure pricing and licensing terms are aligned with APS policies, targets, and strategy in coordination with internal stakeholders.
  • Use Salesforce and other business systems and data to identify opportunities, prepare quotes, complete licensing agreements, record details of sales visits, and manage other customer information and fundamental tasks.
• Market Presence
  • Attend sales meetings and conferences as needed to develop strong rapport and understanding of the region's business practices and challenges.
  • Demonstrate professional conduct, aligned with APS core values, to increase the visibility and strengthen the perception of the APS and Physical Review brands within the customer base and broader scientific and scholarly communications communities.
• Manage APS’ sales agent in LATAM.
• Maintain a high level of customer satisfaction by managing institutional and consortia customer accounts within a defined territory.
• Handle a portfolio of products and services in the region.
• Ensure efficient business practices through effective collaboration with APS colleagues in Sales Operations, Finance, Information Systems, and Communications.

Requirements

• Bachelor's degree preferred or five years of equivalent work experience in licensing, sales, scholarly publications and products, or customer new business acquisition service.
• A minimum of 7 years of experience in institutional sales and licensing of scholarly publications and products, preferably in the physical sciences or other areas of STEM.
• Experience managing sales in Western U.S. and LATAM regions.
• Experience supporting territory sales agents.
• Advanced data analysis, CRM proficiency, and pipeline management.
• Advanced experience with and knowledge of scholarly communication, academic library markets, trends in research communities, and forces shaping the journals publishing industry.
• Proficient knowledge of the publishing industry, society-owned journals/associations, and value-add scholarly journals/associations.
• Proficient knowledge of Open Access publishing trends.
• Self-motivated, with a strong drive for results.
• Demonstrated skills in relationship building, negotiations, and customer service.
• Proficient project management skills, including time management and decision-making.
• Ability to travel up to 20% of the time.
• Ability to work well both independently and collaboratively with interdepartmental teams.
• Strong written and verbal communication skills.
• Ability to adapt and remain flexible to changing priorities.

Schedule

This position is remote-first, with the Publications Account Executive primarily working from home. The role requires up to 20% travel, including visits to APS offices in Long Island, NY; Washington, DC; and College Park, MD, as well as other off-site locations for client meetings, library and publishing events, sales meetings, training, and strategy sessions. Additional travel may be assigned by the supervisor as needed.

Pay

The salary range for this position takes into account various factors influencing compensation decisions, such as skill sets, experience, training, and other business and organizational requirements. The salary listed within the specified ranges considers relevant experience. The hiring range is $104,000/year - $141,700/year (USD), with a target starting range of $104,000/year - $115,700/year (USD). Exceptional cases may merit reviews above the target starting range for specialized or niche skills aligned with strategic operational goals.

Benefits

APS offers a dynamic work environment with an outstanding total compensation package, including salary, outstanding benefits, and excellent paid time off.