Publications Account Specialist

American Physical Society
paid time off, sick time, tuition reimbursement, relocation assistance, remote work
United States, Virginia, Alexandria
Oct 30, 2024
American Physical Society ID: 1404 Location: Remote Department: Publishing Sales Publications Account Specialist 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. Position Summary: The American Physical Society (APS) publishes the trusted, renowned, and growing Physical Review family of peer-reviewed journals, covering physics and physics-related research and including world-leading, premier titles such as Physical Review Letters, Reviews of Modern Physics, and Physical Review X, as well as the essential and trusted core Physical Review titles. The Publications Sales team sits within the Publishing Department, and is responsible for achieving revenue targets, customer satisfaction, and other objectives through a number of activities, including: Sales and renewals of journals subscriptions and related products and bundles, to academic, government, and corporate institutions, globally Negotiation of consortium agreements and institutional open access agreements, including Read and Publish and other types of transformative arrangement Regular and accurate sales reporting and forecasting Developing relationships with and providing excellent service to existing and prospect customers, including librarians, consortium administrators, and procurement officers Sales operations, including the management and improvement of business processes, systems, and data Managing relationships with sales agents, subscription agents, and other third-party vendors The Publications Account Specialist (PAS), reports to the Publications Sales Manager and is responsible for achieving revenue targets, customer satisfaction, and other objectives by managing institutional accounts within a defined list or territory, as well as handling a portfolio of products and services and supporting the defined base of customers across their region. The role is focused on: Locating growth opportunities for renewing and new subscribers, and new sales of related products and services including Open Access contracts and The Physics Archive with a focus on growth and at-risk accounts. This role develops strong relationships with customers, provides excellent customer service and ensures efficient business practices through effective collaboration with APS colleagues in Sales Operations, Finance, Information Systems, Communications, and other departments, as well as third-party agents and service vendors. We expect this role to assist by scheduling and managing periodic campaigns, such as the annual win-back effort, and sales trial follow up. This role will liaise with Marketing and assist with sales meetings plans and preparation. The PAS will be remote-first, working primarily from home, and required to travel to client sites, library and publishing events, APS offices located in College Park MD and Washington DC, and other offsite locations for periodic sales meetings, training, and strategy sessions. This position requires up to 40% business travel. APS has a "remote first" concept that promotes equal treatment and equal access within the United States, independent of physical work location, with a majority of staff working primarily from remote work locations. APS values diversity and welcomes candidates from a variety of backgrounds. APS offers a dynamic work environment with an outstanding total compensation package, including salary, outstanding benefits, and excellent paid time off. Responsibilities: Proactively renew, win-back, and investigate Open Access migration discussions with existing and new accounts. Perform gap analyses with the support of a data analyst to target growth opportunities. Planning & Reporting Create and execute detailed plans to achieve revenue targets. Deliver accurate, timely reporting via Salesforce and other platforms. Customer Satisfaction Support and improve customer satisfaction through swift and accurate responses. Develop a meaningful understanding of APS products, business models, and customer needs. Negotiation & Improvement Negotiate favorable pricing and terms. Proactively contribute to the continuous improvement of business policies, processes, systems, and data. Strategy & Collaboration Contribute to the evolution of APS product strategy by advising line management on emerging trends, opportunities, threats, risks, competing priorities, and other concerns. Collaborate on projects that assist with daily sales activities and improve the APS publishing strategy on an ad hoc basis. Assist by scheduling and managing periodic campaigns, such as the annual win-back effort and sales trial follow-up. Liaise with Marketing and assist with sales meetings plans and preparation. Additional duties as assigned. Education: Bachelor's degree preferred or three years of equivalent work experience in licensing, sales, scholarly publications and products or customer new business acquisition service may be accepted. Experience, Knowledge, Skills, and Abilities: A minimum of 3 years experience in institutional sales or licensing of scholarly publications and products or account management and new business acquisition experience. Proven track record within a structured sales environment Proficient knowledge of scholarly communication, academic library markets, trends in research communities in the journals publishing industry Excellent customer service & communication skills. Experience at a publishing firm or association is preferred. Proficient knowledge of Open Access knowledge & publishing trends. Self-motivated, with a strong drive for results Advanced data analysis & software proficiency (CRM, Salesforce, MS Office Suite, Google Suite). Strong ability to use data to drive decision-making, identify opportunities, and support customer needs Ability to plan, manage and measure your own work Ability to make timely, quality decisions Demonstrated skills in relationship building and customer service Business travel savvy and availability to travel up to 30-40% of the time Ideally located within the defined territory, for proximity to customers Ability to work well both independently as well as collaboratively with interdepartmental teams and external colleagues Ability to work effectively and efficiently from a remote location, or while traveling, with minimal day-to-day supervision Strong written and verbal communication skills Ability to adapt and remain flexible to changing priorities Attention to detail Travel: This position requires up to 40% travel to attend events and meetings, including travel to APS offices in Long Island, NY; Washington DC; and College Park, MD, as well as other off-site locations for periodic meetings and training sessions. Additional travel may be required as assigned by the supervisor. Salary: 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. Our compensation philosophy at APS aims to maintain salaries at the midpoint of the market. As a result, we typically hire within the target starting range. Exceptional, rare cases may merit reviews above target starting range for specialized or niche skills aligned with strategic operational goals. Hiring Range: $82,640/year - $112,597/year (USD) Target Starting Range: $82,640/year - $91,937/year (USD) Incentive Compensation: Full-time employees in this position may earn incentives based on various factors. Incentives for hires in 2024 are prorated daily from the hire date. Incentive agreements are effective for 2024 and may be modified or revoked at any time by APS. Incentives and commissions will be determined according to the definitions provided in the offer and will be awarded by specified dates. Work Environment: As noted above, APS offers a "Remote First" workplace. Although our offices are located on Long Island, NY; Washington DC; and College Park, MD, you can work from other places in the United States. We are flexible about work hours, but expect responsiveness during the core of the workday, Eastern Time. This is Us: Help us achieve our mission of advancing and diffusing the knowledge of physics for the benefit of humanity, promote physics, and serve the broader physics community. At APS, we: Provide a welcoming and supportive professional home for an active, engaged, and diverse membership Advance scientific discovery and research dissemination Advocate for physics and physicists, and amplify the voice for science Share the excitement of physics and communicate the essential role physics plays in the modern world Promote effective physics education for all Our Core Values: Our values are our guideposts Scientific Method Trust, Integrity, and Ethical Conduct Equity, Diversity, and Respect Collaboration Education and Learning Speaking Out Amazing 2024 Benefit Offerings: Flexible schedules and ability to work remotely 8% employer-paid retirement contribution Investment advisement services: 100% employer paid Medical benefits: PPO or HDHP option Employer contribution to FSA or HSA account, eligibility based on medical plan enrollment Lifestyle Spending benefit up to $2000.00 (USD) - 100% employer paid Dental benefits: individual coverage 100% employer paid Vision benefits: individual and dependent coverage 100% employer paid Basic Life & Accident insurance: employee coverage 100% employer paid Supplemental Life & Accident insurance, including spouse & dependent child(ren) coverage Disability insurance: employee coverage 100% employer paid Voluntary Accident & Critical Illness insurance Healthcare, Commuter & Dependent care flexible spending accounts Vacation: 15 days annually Generous holiday leave: 17 paid days of significance; includes one week closure at the end of December Personal leave: 4 days annually Volunteer leave: 1 day annually Sick leave: 10 days annually Bereavement & Compassion leave: 2 -15 days based on loss 12 weeks employer-paid family leave College tuition reimbursement plan Job related seminar & continuing education Professional Certification/Recertification 100% employer paid Training and professional development; access to LinkedIn Learning on-demand courses Employee Assistance Program Mindfulness Meditation: live and on-demand classes APS does not offer relocation assistance/costs The American Physical Society is an affirmative action and equal opportunity employer. It is the policy of American Physical Society not to discriminate or allow the harassment of employees or applicants on the basis of race, religious creed, immigration status, alienage or citizenship, religion, color, ethnicity, sex, national origin, age, disability, marital status, familial status, protected veteran status, protected military status, physical or mental disability, sexual orientation, gender identity, genetic information, predisposing genetic characteristics, ancestry, domestic violence victim status or any other characteristic protected by law with regard to any employment practices, including recruitment, advertising, job application procedures, hiring, upgrading, training, promotion, transfer, compensation, job assignments, benefits and/or other terms, conditions, or privileges of employment, provided the individual is qualified, with or without reasonable accommodations, to perform the essential functions of the job. This policy applies to all jobs at APS. The American Physical Society is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request a reasonable accommodation, please contact APS Human Resources at hr@aps.org. The "Know Your Rights: Workplace Discrimination is Illegal'' poster, prepared by the U.S. Equal Employment Opportunity Commission (EEOC), provides an overview of several laws that protect you from discrimination on the job, and several rights are afforded to you by these laws. The "Pay Transparency Non Discrimination Provision," prepared by the U.S. Office of Federal Contract Compliance Programs (OFCCP), provides an overview of several protections implemented to protect individuals working under federal contracts from discrimination when inquiring about or discussing compensation; these protections apply to all employees and applicants. The APS has a "remote first" concept that promotes equal treatment and equal access, independent of physical work location, with a majority of staff working primarily from remote work locations. Please see job description PI253877608