Senior Business Development Manager, Online Learning

Date: Jun 30, 2021

Location: Washington, DC, US, 20036

Company: American Chemical Society

Division and Unit Overview

The American Chemical Society (ACS) is the world’s largest scientific membership association and one of the top ten peer-reviewed science publishers in the world. The Publications Division of the ACS has all of the characteristics of a medium-sized commercial STM publishing company: its primary competitors for authors, market-share, and talent are Elsevier, Wiley, and Springer/Nature. It is one of two ACS divisions charged with serving a dual function: generating substantial revenue – currently in the range of $200M - to support the Society’s programmatic activities and fulfilling a core mission of the Society by advancing knowledge in the field of chemistry and the chemical enterprise.


Position Summary

ACS Publications, by virtue of its products and wide-ranging peer review, touches hundreds of thousands of active researchers. Our focus has been on their research outputs, not the skills and techniques required for researchers to excel professionally. The Division’s primary products and revenue center have traditionally been peer-reviewed journals that are widely disseminated through online subscriptions, receiving the most downloads and citations in chemistry. ACS Publications has a significant footprint in the global academy: 3,500 institutions from high schools to teaching hospitals subscribe and use our content services or seek to enhance their professional standing though our publications and events. To further enhance the impact of the Division, the New Product Innovation team is tasked with developing and launching new products, services, tools, or solutions consistent with the Societal mission to provide indispensable information.

The goal of the Senior Manager, Business Development is to be the sales lead in building our institutionally focused online training business, successfully introducing new products/services created by ACS Publications, and developing market penetration and revenue growth strategies and tactics.  They will act as both a pathfinder for the sales organization into the account base, develop sales and operational solutions for emergent market-facing conditions, and, where necessary, assist in negotiating high profile sales agreements.  In addition, this position will act as the “voice of the market” in the internal product planning and development process. This position reports to the Snr. Vice President, Sales & Marketing.


Position Accountabilities

  • Leverages ACS existing customer base and relationships to grow digital learning adoptions, enrollments and increase ACS market share in new course areas.
  • Working closely with Divisional sales leadership, works to maximizes global revenue, profitable growth, and, as appropriate, distribution partners of ACS-P learning products, with particular focus on institutional and corporate adoption channels. Held accountable for delivering product-line revenue goals.
  • Establishes productive, demand-generating relationships with key decision influencers and customers within target markets. Determines expansion strategy and requirements for markets outside of NA.
  • Identify and engages with key potential customers early in product release cycle for early sales/reference accounts; acts as negotiation specialist for large volume sales.
  • Drives continued improvement of our customer agreements, business models, and product bundles/merchandising. Collaborates to continuously refine commercial terms and conditions. Acts as the voice of our customer to augment terms as exceptions arise.
  • Provides actionable feedback to product team from existing and prospective customers on products/feature enhancements.
  • Develops methodologies for sales/revenue forecasts and product-planning estimates.
  • Works closely with product management, product marketing, and sales management stakeholders to ensure alignment with go-to-market sales requirements, strategies, and tactics (and supporting materials); supports adjustments as needed.
  • Provides coaching and professional development to sales team members to enhance product knowledge and market-specific sales skills. Supports sales management and sales teams with objection-handling, product demonstrations, etc.
  • Works closely with Customer Service teams to ensure pre- and post-sales satisfaction and problem resolution. Communicates suggested improvements back to product and/or marketing teams.
  • Defines sales reporting requirements and monitors resultant analytics – strives for integration within sales automation and BI tools. Analyzes reports, communicates results, and recommends sales strategies to improve processes and execution.
  • Coordinates customer engagement with other ACS departments as needed.  Understands, evaluates, and communicates industry climate, customer expectations, and competitive pressures – and recommends appropriate sales strategies, tactics, and solutions.


Experience/Education/Technical Knowledge

  • 10-12 years of successful selling curriculum-based educational/training solutions into higher-education and professional environments, with a sales hunter mentality.
  • A problem solver/solution developer. Experience in selling/introducing new product types, specifically sought.
  • 3-5 years demonstrated experience in selling digital/LMS platformed products and a broad understanding of Learning technologies
  • 3-5 years of relevant sales management and/or product specialist experience
  • North American focused, but international experience/exposure desired
  • Travel 30-50%
  • Familiarity in working within Salesforce – and similar sales/marketing automation tools.
  • Strong communication and analytical skills – both in person and remote.
  • Leadership skills: A motivator; inspires confidence in others, willing to deliver difficult messages
  • B.A/B.S degree
  • Location: Preference given to candidate in proximity (or willing to relocate) to either Columbus or DC based ACS offices, but consideration given to experienced candidates outside these domiciles.  Must be close to a significant airline hub, given travel requirements.


Nearest Major Market: Washington DC

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