Job Title : Business Development Manager, Japan, Korea, Southeast Asia, Oceania
Location(s) : Tokyo, Japan
About Springer Nature Group
Springer Nature opens the doors to discovery for researchers, educators, clinicians and other professionals. Every day, around the globe, our imprints, books, journals, platforms and technology solutions reach millions of people. For over 175 years our brands and imprints have been a trusted source of knowledge to these communities and today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood and used by our communities – enabling them to improve outcomes, make progress, and benefit the generations that follow.
Purpose of the role
The Commercial Partnerships division at Springer Nature provides research organizations with solutions to help them communicate and amplify their research successes and initiatives to the global research community.
As a Business Development Manager, you will engage in consultative discussions with universities, corporations, and government agencies in Japan, South Korea, Southeast Asia, and Oceania regions to identify their key challenges and provide strategic solution proposals to address their pain points while meeting our revenue target.
Key objectives :
- Achieve financial targets for the Asia Pacific’s Commercial Partnership team by acquiring meetings and engaging in consultative discussions with universities, corporations, and government agencies in Japan, South Korea, Southeast Asia and Oceania (hereafter, APAC).
- Identify clients’ needs and effectively generate interest in our service capability to create a solution package that best addresses the problems.
- Focus on exploring opportunities for new and complex services such as, but not limited to; Nature Research Intelligence’s analytical solutions and Reputations services’ awards and events offerings.
- Aim to acquire large, muti-year solution packages.
- Be a strong in developing new business, maintain a robust pipeline of projects and opportunities.
- Stakeholder management and key relationships – work closely with the APAC sales, sales administration, product management, marketing, editorial members and various product owners to ensure smooth delivery and development of products and services to clients.
Key tasks :
Achieve monthly sales goals and targets; report to the management teams showing figures, charts and description of progress and risk factors.Build strategy to develop business in APAC referencing the success within APAC and other parts of the world.Analyse the sales trends and outcomes and identify areas of expansion for new and upsells per region and client segments.Establish and maintain healthy, long-term relationship with clients to generate repeat business and referrals and grow renewal business that involves multiple solutions.Build expertise in Impact Solutions and Research Intelligence offerings and serve as a point of contact for our internal colleagues and clients who need more detailed information.Keep track of evolving market needs to capture opportunity to evolve existing products and create new solutions. Provide constructive feedback to the product owners to improve our offerings.Actively log accurate and up-to-date contact and sales pipeline data into CRM. Apply the tool to support daily workflow.Manage bidding and contract processing, and ensure all requirements are met to secure all potential contracts in expected timing.Work with and help the Project Management, Editorial, Nature Research Intelligence and other relevant teams deliver projects to maintain high customer satisfaction level.Other :
Communicate with different departments including editorial, legal, web production, project management and marketing to effectively correspond to sales-driven or client related matters.Responsibilities :
Schedule sharing (via Outlook)Create sales record (SalesForce)Opportunities / Pipeline management (SalesForce, Excel, etc.)Customer information management (SalesForce etc.)Cooperation with Account Support, Online Service, Marketing, and Product SpecialistsBe flexible and supportive when unexpected situations arise and contribute to the team even if it is not directly related to personal sales activities.Key relationships :
Commercial Partnerships sales teams in the APAC regionNature Research Intelligence teamImpact Solutions team (editorial, project management, product)Sales Administration teamOther Commercial Partnerships counterparts in global officesExperience :
Experience in sales for institutions ( academic, corporate, hospital) more than 3 yearsMight be desirable to be familiar with library business, scientific publication and database products industryQualifications :
University degreeSkills / knowledge :
Good knowledge of research management trends in Japan and in leading research nations.Basic understanding of scientific policy and funding practice in Japan is a plus.Excellent negotiation, communication, and persuasion skills to close deals.Excellent networking skills with senior level executives.Ability to juggle multiple client communications and projects.Persuasive presentation skills to effectively showcase product features and benefits, ensuring our service stands out in the competitive market.Passionate about selling and finding ways to satisfy customers’ needs.Ability to stay motivated and positive despite setbacks, and a readiness to handle and learn from objections.Self-starter. Can work under pressure and deliver results.Excellent organization and coordination capabilities, including being a team player.Fluent verbal and written Japanese and business level verbal and written English.Experience :
Proven track record of strategic and solutions selling in B2B environment.Sales experience in academic, non-profit, government sectors and corporate institutions, with senior decision makers.Prior experience working in advertising sales, medical communications business, thinktank or other analytical services business. Experience working for STM publishers, science communication or analytical business is a plus.At Springer Nature, we value the diversity of our teams and work to build an inclusive culture, where people are treated fairly and can bring their differences to work and thrive. We empower our colleagues and value their diverse perspectives as we strive to attract, nurture and develop the very best talent. Springer Nature was awarded Diversity Team of the Year at the 2022 British Diversity Awards. Find out more about our DEI work here ….
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