Career Center

Johns Hopkins University Press seeks a Senior Manager of Sales & Library Relations, Project MUSE who will be responsible for sales for MUSE's portfolio of products and services to the academic, public, special, and school markets across the globe.

Project MUSE, a division of Johns Hopkins University Press, is a vanguard in the digital aggregation of humanities and social sciences scholarly content from not-for-profit university presses and society publishers. MUSE has been providing high-quality, peer-reviewed journals and books to academic libraries and institutions around the world for over 25 years. The Senior Manager of Sales & Library Relations, Project MUSE will join a team of exceptional professionals committed to bringing the benefits of discovery to the world by providing global access, impact, and influence for the scholarship that we publish and distribute.

The Senior Manager of Sales & Library Relations, Project MUSE will join a team of exceptional professionals committed to bringing the benefits of discovery to the world by providing global access, impact, and influence for the scholarship that we publish and distribute. This position will help to ensure that the Press is a leader in the selection and development of innovative ideas and scholarship; the creation of pioneering technologies to enhance discovery and learning; and the connection of people to the most trusted knowledge from global researchers, scholars, and educators.

The Senior Manager of Sales & Library Relations, in conjunction with the Director of Library & Publisher Partnerships, directs the overall sales strategies for MUSE's portfolio of products and services to the academic, public, special, and school markets across the globe. They are responsible for establishing and meeting sales goals and directing the work effort and performance of the sales managers, providing coaching and mentorship when needed. A key aspect of this position is maintaining and expanding relationships with libraries to ensure continuity of support and identifying new business opportunities and sales channels. The Senior Manager of Sales & Library Relations will work closely with publisher relations colleagues on sales strategies that are in parallel with content acquisitions to develop new saleable products and services for customers. This is a principal position within MUSE and reports to the Director of Library & Publisher Partnerships.

The Press is committed to honoring every person's inherent dignity as human beings and making that the foundation of our organizational culture. We proactively find ways to ensure opportunities that promote justice, equity, diversity and inclusion. We strive to publish courageously, giving voice to groundbreaking ideas. We support each other and our stakeholders and envision a future where knowledge enriches the lives of every person. The successful candidate will join a welcoming community that is inclusive and values the contributions and perspectives of individuals from all backgrounds.

Specific Duties & Responsibilities

• Lead operations of the Sales & Library Relations team, including pipeline, outreach strategies, sales negotiations, renewal and new business opportunities, and data analysis.
• Foster ongoing agent and consortium relationships, seeking new regional and international partners as appropriate.
• Handle complex license negotiations and documentation requirements with sales/channel partners, consortia, systems, and individual institutions, coordinating with other university entities as necessary.
• Establish a broad industry network and maintain awareness of trends in library acquisitions, funding, budgets, and strategic priorities.
• Represent MUSE externally at professional conferences both domestically and internationally, as well as in other community events both externally and sponsored by MUSE.
• Understand market competition and propose ways to better align with competitors.
• Identify upselling and cross-selling opportunities within customer base, develop and manage strategies for business growth.
• Propose new products and services that meet library and publisher customer needs in collaboration with publisher relations and content development colleagues.
• Oversee, provide guidance, and mentor the Sales Managers and other direct reports as assigned, the department may include up-to 4 FTEs.
• Establish sales goals that are ambitious and aligned with strategic goals.
• Manage tracking and reporting of key performance indicators (KPIs): sales goals, efforts, and results in collaboration with the Business Manager.
• Propose and project manage the development of processes, tools, workflows, and reporting systems to support sales operations.
• Negotiate and propose pricing, terms, and licenses with key internal decision makers.
• Participate in annual budgeting and re-budgeting processes.
• Participate in strategic planning.
• Seek innovations that bring content to the MUSE platform that improves sales, user engagement, and evolving definitions of scholarly content.
• Weave equity, justice, and inclusion principles into all aspects of the work.

Special Knowledge, Skills & Abilities

• Proven track record of meeting and exceeding sales targets.
• Strong industry knowledge and established customer relations.
• Strong team leadership and customer relations skills.
• Strong financial acumen and negotiation skills.
• Demonstrated ability to build or elevate brand presence (e.g., participation on committees/boards, relationships with key associations).
• Demonstrated experience leading, managing, coaching, motivating, and achieving results with a dynamic sales team.
• Excellent critical thinking and communication skills.
• Superior problem-solving skills including using analytics to drive decisions.
• Creative thinker; embracing new ideas; passionate about developing the potential of Hopkins Press.
• Inclusive in decision-making and problem-solving.
• Strong communication skills.
• Excel in effective use of resources; keen self-awareness of strengths and weaknesses.

• Bachelor's Degree.
• Eight years of related experience.

• Bachelor's Degree in related field to publishing.
  

• A combination of 10 years of successful sales and management experience is preferred. 
• Experience in academic publishing or selling to libraries/consortia preferred.

Classified Title: Director Sales 
Working Title: ​​​​​​​Senior Manager of Sales & Library Relations   
Role/Level/Range: ATP/04/PE  
Starting Salary Range: $71,230-$97,880-$124,510 Annually (Commensurate with experience) 
Employee group: Full Time 
Schedule: M-F 8:30 am - 5:00 pm 
Exempt Status: Exempt 
Location: Hybrid/Homewood Campus 
Department name: ​​​​​​​MUSE Marketing Domestic 
Personnel area: Academic and Business Centers 

Total Rewards
The referenced salary range is based on Johns Hopkins University's good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, education/training and skill level. Johns Hopkins offers a total rewards package that supports our employees' health, life, career and retirement. More information can be found here: https://hr.jhu.edu/benefits-worklife/

Please refer to the job description above to see which forms of equivalency are permitted for this position. If permitted, equivalencies will follow these guidelines:
JHU Equivalency Formula: 30 undergraduate degree credits (semester hours) or 18 graduate degree credits may substitute for one year of experience. Additional related experience may substitute for required education on the same basis. For jobs where equivalency is permitted, up to two years of non-related college course work may be applied towards the total minimum education/experience required for the respective job.

**Applicants who do not meet the posted requirements but are completing their final academic semester/quarter will be considered eligible for employment and may be asked to provide additional information confirming their academic completion date.

The successful candidate(s) for this position will be subject to a pre-employment background check. Johns Hopkins is committed to hiring individuals with a justice-involved background, consistent with applicable policies and current practice. A prior criminal history does not automatically preclude candidates from employment at Johns Hopkins University. In accordance with applicable law, the university will review, on an individual basis, the date of a candidate's conviction, the nature of the conviction and how the conviction relates to an essential job-related qualification or function.

The Johns Hopkins University values diversity, equity and inclusion and advances these through our key strategic framework, the JHU Roadmap on Diversity and Inclusion.

Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

EEO is the Law
Learn more:
https://www.eeoc.gov/sites/default/files/migrated_files/employers/poster_screen_reader_optimized.pdf

Accommodation Information

If you are interested in applying for employment with The Johns Hopkins University and require special assistance or accommodation during any part of the pre-employment process, please contact the Talent Acquisition Office at jhurecruitment@jhu.edu. For TTY users, call via Maryland Relay or dial 711. For more information about workplace accommodations or accessibility at Johns Hopkins University, please visit accessibility.jhu.edu.

Johns Hopkins has mandated COVID-19 and influenza vaccines, as applicable. Exceptions to the COVID and flu vaccine requirements may be provided to individuals for religious beliefs or medical reasons. Requests for an exception must be submitted to the JHU vaccination registry. For additional information, applicants for SOM positions should visit https://www.hopkinsmedicine.org/coronavirus/covid-19-vaccine/ and all other JHU applicants should visit https://covidinfo.jhu.edu/health-safety/covid-vaccination-information/.

The following additional provisions may apply, depending on campus. Your recruiter will advise accordingly.

The pre-employment physical for positions in clinical areas, laboratories, working with research subjects, or involving community contact requires documentation of immune status against Rubella (German measles), Rubeola (Measles), Mumps, Varicella (chickenpox), Hepatitis B and documentation of having received the Tdap (Tetanus, diphtheria, pertussis) vaccination. This may include documentation of having two (2) MMR vaccines; two (2) Varicella vaccines; or antibody status to these diseases from laboratory testing. Blood tests for immunities to these diseases are ordinarily included in the pre-employment physical exam except for those employees who provide results of blood tests or immunization documentation from their own health care providers. Any vaccinations required for these diseases will be given at no cost in our Occupational Health office.

Note: Job Postings are updated daily and remain online until filled.

About Johns Hopkins University

Johns Hopkins University remains committed to its founding principle, that education for all students should be grounded in exploration and discovery. Hopkins students are challenged not just to learn but also to advance learning itself. Critical thinking, problem solving, creativity, and entrepreneurship are all encouraged and nourished in this unique educational environment. After more than 130 years, Johns Hopkins remains a world leader in both teaching and research. Faculty members and their research colleagues at the university's Applied Physics Laboratory have each year since 1979 won Johns Hopkins more federal research and development funding than any other university. The university has nine academic divisions and campuses throughout the Baltimore-Washington area. The Krieger School of Arts and Sciences, the Whiting School of Engineering, the School of Education and the Carey Business School are based at the Homewood campus in northern Baltimore. The schools of Medicine, Public Health, and Nursing share a campus in east Baltimore with The Johns Hopkins Hospital. The Peabody Institute, a leading professional school of music, is located on Mount Vernon Place in downtown Bal...timore. The Paul H. Nitze School of Advanced International Studies is located in Washington's Dupont Circle area.

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