Job title: Institutional Engagement Manager, Greater China
Line managers: Directorof Open Research Group, Greater China
Department: Open Research Group (ORG),Springer Nature
This role will focus on building and cultivating institutional relationships, support the Director fordeveloping high level collaborations with key institutions in OR (Open Research) space, acting as the Springer Nature ORG ‘go-to’ person for institutions in Greater China. They will be responsible for providing customer-centric support to meet institutional OA needs relating to Springer Nature OA publishing – including, but not limited to: centralised billing, reporting, compliance & deposition services. They will gather, document and share market intel within the business, in order to develop appropriate strategy and products to meet institutional OA requirements. This role also needs to support the Open Research Commercial & Policy team in areas relating to open access funding and policy in Greater China region.
In support of the Director,act as the primary contact for institutions and funders on behalf of ORG, with particular focus on their OR needs
Build up contacts in allrelevant departments within institutions – i.e. library, research office, etc.
Through direct contact and outreach with institutions, log scholarly communications status, with particular focus on OR (open research) – i.e. OA policy, mandate, funding infoetc in Greater China.
Ensure the wider business in the region is kept up-to-date with external developments in the OR market, including funding, policy, and competitor initiatives.
Gather OR requirements directly from institutions, and communicate to Product Management and Institutional Operations teams in order to build solutions to institutional meet needs
Collate and document institutions’ OR requirements and general contact, in order to be communicated as market intel to China ORG team and wider global Institutional Engagement dept., and relevant teams across Springer Nature
Work closely with Institutional Operations team for effective management of our existing institutional and society accounts in Greater China, driving APC revenue fromthem, as well as the development of new and existing products for institutions.
Set up centralised billing agreements with institutions, covering the full ORG portfolio
Sell any products potentially developed in-house for the institutional market
Understand and keep up-to-date with current OR and scholarly communications’ market
Represent ORG at public and institutional events in Greater China region, speaking on behalf of the division where appropriate
Work with Marketing team to develop marketing plan and campaigns for existing institutional membership and institutional outreach in the region
Meet specific KPIs set by Management
Required skills and experience
Fluency in English
Experience with an STM or academic publisher
Proven consultative sales oraccount management experience – managing customer relationships, negotiations and pipelines
Able to gather, understand and respond to customer and market needs
Confident communicator with the ability to interact with external and internal contacts at all levels
Assured and confident when public speaking
Demonstrates a high level of initiative and self-motivation
Excellent time management and organizational skills
Educated to degree level or equivalent experience
Highly Computer literate including MS packages
Experience/ knowledge of open access publishing
A background in publishing