Reporting to the Sales and Marketing Director, the Sales and Marketing Manager will be responsible for achieving the Asia sales revenue target of over ***163;100k in 2016.
The Sales and Marketing Manager will be a multi-facetted role, the candidate will be responsible for both managing all existing Asia ****d resellers but also tasked with generating new relevant reseller channels.
The Sales and Marketing Manager will also be responsible for researching and executing strategic sales plans in order to identify new products that TSO could potentially publish for the Asian market in a bid to increase its coverage in Asia.
The Sales and Marketing Manager will also be responsible for growing the TSO business from these portfolios through the proactive management of international resellers, book trade and agents. This will be achieved by focusing on establishing targets and ****ives for each reseller, supporting and motivating them in the field, setting up agreements and SLA’s and if necessary replace them with other resellers if they are not performing.
The Sales and Marketing Manager will focus largely on a TSO pre-existing title the British Pharmacopeia and aim to identify pharmaceutical companies, who export their drugs into the UK or Europe, establish relationships with these companies in order to sell the benefits of the BP
In addition to the British Pharmacopeia they will also focus on the AXELOS Portfolio, initially with an emphasis on PRINCE2 and ITIL. This will include sales and marketing activities to increase awareness of these methodologies and to establish relationships with resellers and training providers in this region who should be supported and encouraged to resell publications from the AXELOS Portfolio.
■ To develop a full understanding of current reseller/partner network and assess strengths and weaknesses
■ To assess each reseller capability against TSO best practice criteria and negotiate discount matrix and targets according to volume sales
■ To manage and motivate the reseller and partner network to ensure that they are supported in their markets with up to date information on products and initiatives within the portfolio
■ To ensure that the marketing materials each reseller is using is up to date and complies with BP agreed guidelines. To promote and support local language materials where possible
■ To ensure that the resellers are supported with timely deliveries of stock and to ensure that supply chain employ suitable packing and delivery methods to reduce returns.
■ To manage each reseller against agreed revenue and discount levels.
■ To achieve agreed revenue and GMAR targets.
■ To work closely with the Marketing team, the Account Manager and the internal TSO teams to ensure the revenue and GMAR ****ives are met.
■ To attend the appropriate conferences and events to meet the resellers and partners.
■ Contribute to the development of sales and marketing plans.
■ To establish and cultivate relationships with CCCMHPIE in order to access their pharmaceutical customer ****.
■ To establish and develop relationships with the network of AXELOS training providers currently operating in this market, in both a sales and marketing capacity.
■ Research and identify areas of potential growth or opportunity, which would increase awareness of and/or revenue for the AXELOS portfolio.
■ Identify and report upon feedback received from this market in relation to the AXELOS portfolio, and support the sales and marketing teams to develop strategies to overcome potential difficulties or ****ions.
Key Skills and Interests
■ Have at least 3 years of sales experience within a publishing environment
■ Candidate must be a determined self-starter
■ Have experience of selling publications internationally
■ Be highly motivated and goal oriented
■ Be able to converse in both Chinese and English
■ Capable of succeeding in a challenging and competitive environment
■ Be able to work efficiently on their own and as part of a remote team
■ Have excellent communication and interpersonal skills
■ Be well organised
Please send your resume to firstname.lastname@example.org