Strategic Relationship Manager
Harvard Business Review
London, UK
52m ago

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  • Strategic Relationship Manager Department : Higher Education Employment Type : Contract Office Location : London, UK Date Posted : 11 / 4 / 2020 Job Number : JO-2010-1840 Harvard Business Publishing (HBP) is an idea-driven company with a commitment to improving the practice of management.

    We're a wholly owned subsidiary of Harvard University serving customers across three primary markets : educational institutions, corporations, and individual managers.

    Harvard Business Publishing’s Higher Education division serves students and educators by adding dynamic, real-life perspectives on management to undergraduate, masters and executive education programs.

    Through training seminars, course planning tools and direct delivery of digital materials, we offer educators resources to support participant-centered learning.

    The Higher Education division continues to actively evolve its portfolio of learning materials, offering over 55,000 cases, articles, online courses, simulations and other learning materials developed at Harvard Business School and other world class institutions.

    Working with the Regional Director Europe, this role focuses on executing plans to increase revenue and look for new growth opportunities at existing accounts in the Higher Education market.

    Represent HBP’s digital content lines to key stakeholders using consultative / solution sales approach; understand changing market needs and identify opportunities for HBP content and customized solutions to meet customer needs.

    Develop strong relationships with deans, directors, program managers, faculty, administrators, and librarians at key target institutions.

    Key Responsibilities :

    Achieve or exceed regional sales goal by doing the following :

  • Implement go to market strategy across region and manage sales and business development activities in the region
  • Visit accounts regularly to build multi-level relationships, identify new opportunities, close existing opportunities, understand customers changing needs, and understand developing market trends
  • Report back on product needs, market conditions, promotional opportunities, sales trends, marketing plans and other written communications as well as business opportunities on a regular basis
  • Become a trusted advisor to stakeholders, faculty and administrators at key strategic accounts and represent the voice of the customer internally
  • Identify new opportunities & negotiate annual contracts with institutions to strengthen partnerships and improve distribution processes
  • Partner with Marketing to propose / support HBP marketing global and regional campaigns and events
  • Utilize and leverage internal resources (customer service, operations, product specialists, finance) to maximize sales and better serve customers in the region
  • Craft solutions that meet needs of key customers while playing within a proposed solution framework
  • Collaborate with Inside Sales to identify and transition accounts with growth potential
  • Deliver frequent interactive presentations to engage existing and new customers the ability to inspire, influence and clearly articulate HBP’s ideas, resources and products is essential for the role
  • Use data analytics to interpret account behavior, uncover new opportunities, and achieve deeper market penetration
  • Develop and maintain superior knowledge of HBP content
  • Represent the brand with standards consistent with Harvard Business School and Harvard Business Publishing
  • Requirements :

  • 7-12 years of documented success in a regional business management role with strong track record of growth and focus on sales / account management / business dev serving the academic or comparable industry
  • Consultative approach : possess ability to ask relevant questions, assess needs, define problems, and focus on business outcomes and craft a solution based upon the needs- assessment
  • Sales Skills : possess ability to target, qualify, and build pipeline quickly; outbound lead and new business generation experience;
  • strong organization and time management skills; ability to plan, organize, and establish priorities to meet goals and achieve results.

  • Excellent presentation and public speaking skills
  • Ability to influence at all levels of an organization; highly collaborative, diplomatic, resilient and open-minded with colleagues, customers and partners
  • Experience working with a CRM (preferably Salesforce and Adobe Analytics)
  • Must be able to work independently and willing to travel extensively
  • Strong negotiation skills and growth mindset
  • Fluency in English is required. German & French are a plus.
  • Exceptional interpersonal, communication, presentation, organizational skills
  • Location : The Netherlands or UK
  • Education :

    Undergraduate degree required.

    A master’s degree in business, marketing, education, or related field or 5 years of comparable business experience is preferred

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