Cengage
Sr Commercial Channels Manager - EMEA
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We believe in the power and joy of learning
At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
What You'll Do Here
To work with the Head of Commercial Partnerships, members of the Commercial Partnerships team and the wider EMEA Cengage team, towards annual business goals. To put forward new insights and proactively develop opportunities for growth or more efficient and effective working practices.
eBook Aggregators/Platform Partnerships
- To work with the Head of Commercial Partnerships and members of the Commercial Partnerships team to maximise revenue through ebook aggregator partners, by driving realisation of opportunities, ensuring title availability and responding in a timely manner to special price quote requests or other enquiries.
- Work with ebook aggregator partners to develop reach and use of Cengage content across EMEA
- Attend meetings with partners, including alongside line manager, to explore revenue opportunities and deal execution.
- Undertake availability checks and title uploads as required, using JIRA and other systems, including provision of quotes.
- Assist with bi-annual price reviews and title audits and any other ad hoc price reviews, to maintain accuracy of pricing and title catalogs.
- To action related agreements and supplementary paperwork, ensuring timely completion, alongside adherence to the Compliance process
- To gain a proven understanding of the Partner billings process
- Expand knowledge of current ebook market and any new developments
Print Distribution Partnerships
- To partner with print distribution partners as required. To ensure these partners’ queries are handled quickly and efficiently, to help maximise revenue and maintain the flow of orders in this key channel, as well working across EMEA to focus attention on those distributors that add new and ongoing value
- Assist line manager in management of UK and EU based print House Accounts partners and work with Sales team members across EMEA region, to help develop key distributor relationships and business.
- Working across teams, undertake data analysis across EMEA distributors, to identify and rank most impactful partnerships, as well as create an outline of the various levels of support that should be provided to those partners.
- Draft distributor agreements or other documents as required, working alongside the Sales team across the EMEA region in related agreement discussions.
- Liaise with Customer Services, Inventory, Finance and other Cengage-wide teams to ensure quick resolution of any issues with partners' accounts or title supply, as well availability requests and manual orders
- To input into print forecasts and to action relevant print distributor revenue forecasts entry onto Salesforce
- Continually deepen knowledge of the print distribution market
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Anti-Piracy
- To handle reports on any potential copyright infringement issues from the EMEA Sales team.
Compliance/Privacy
- Handle relevant tasks related to Compliance/Privacy issues.
Enterprise/Custom/Foreign Rights
- To work alongside colleagues across other areas of team's remit when required, in relation to the needs of the business.
Mentoring
- To support and mentor EMEA Sales Team members, as required. Assist people leader in development and execution of training program for team members.
Additional Requirements
- Ensure compliance with company and legal regulations in areas relating to all areas of this role – in particular, pricing, returns, and authorisation requirements for contractual or customer obligations through being aware of and understanding the CL Code of Business Conduct & Ethics
Skills You Will Need Here
- Experience in a sales role, ideally within the publishing or educational technology industries.
- Should be proficient in providing evidence of success and experience in working with a diverse range of customers and particularly achieving genuine sales development.
- Determined, passionate about achieving goals, with a positive outlook, and able to show a clear focus on high quality and commercially based decision making.
- Able to provide examples of how challenge the conventional way of doing things and craft fresh concepts and commercial solutions, that improve performance and goal delivery.
- An aspiring people leader, with evidence of motivating, supporting and helping to develop team members.
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Able to demonstrate the below skills
- Commercial savvy
- Business communication skills
- An attention to detail and follow-through (perseverance);
- Excellent written and oral communication skills;
- Proficiency in numeracy;
- Strong organisational skills (planning and organizing);
- Self-motivated and proactive;
- Analytical and problem-solving abilities;
- Ability to work to set timescales calmly in a sometimes high-pressured environment, demonstrating composure and time management skills;
- Ability to communicate effectively with all colleagues and deal with wide-ranging and culture-specific demands;
- Proactive and flexible approach to adapt to different customer types;
- Ability to learn new computer systems and build a good level of digital literacy.
Core business competencies
- Process management
- Approachability
- Customer service focus & impact
- Drive for results (growth)
- Dealing with ambiguity
- Desire to learn
- Leadership
Desirable Role Requirements
- A higher education degree or equivalent experience
About Cengage
Cengage, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
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