Business Development Manager

Company Description

The Company - Taylor & Francis Group an Informa Business

Informa is a leading academic publishing, business intelligence, knowledge and events business, creating unique content and connectivity for customers all over the world. It is listed on the London Stock Exchange and is a member of the FTSE 100.

Taylor & Francis Group operates globally and produces high quality, peer reviewed books and journals. We produce unique, trusted content by expert authors, spreading knowledge and promoting discovery globally. We aim to broaden thinking and advance understanding, providing academics and professionals with a platform to share ideas and realize their individual potential.

Job Description

We are seeking an experienced Business Development Manager to drive our licensing revenue for scientific literature in the corporate market. In this role, you will identify and develop new business opportunities with corporate clients seeking access to premium scientific content, research publications, and databases. As a Business Development Manager at Taylor & Francis, you'll be responsible for developing and executing strategies to expand the corporate licensing portfolio. You'll focus on scientific, technical, and medical (STM) content licensing to corporate clients, identifying creative solutions to meet the information needs of prospective customers.

What you'll be doing:

• Develop and execute strategies to expand our corporate licensing portfolio, focusing on scientific, technical, and medical (STM) content licensing to corporate clients.
• Build and nurture relationships with key decision-makers in corporate research departments, R&D divisions, and information centers across pharmaceutical, biotechnology, chemical, engineering, and technology sectors.
• Create and maintain a robust sales pipeline, from lead generation to contract negotiation and closure.
• Monitor industry trends, competitive landscape, and emerging opportunities in the scientific publishing and corporate information sectors.
• Articulate the unique value of our scientific literature portfolio to corporate clients, demonstrating ROI and business impact.
• Lead complex licensing negotiations, including pricing structures, access models, and usage terms for scientific content.
• Work closely with product, content, legal, and technical teams to develop tailored licensing solutions that meet corporate client needs.
• Track and report on key performance metrics, including revenue growth, client acquisition, conversion and retention rates.
• Achieve and exceed annual territory sales target, contributing to the overall revenue and profit objectives of the division
• Track revenue progress through active CRM management, creating specific report as necessary or requested.
• Identify. plan, schedule and carry out regular sales visits to prospects and customers to achieve financial targets within own sales region across product portfolio, customizing sales documentation and tools to maximize sales opportunities.
• Cultivate strong, holistic relationships with prospective customers, working to ensure that trading with each account is sustainable, profitable and delivering a high level of customer satisfaction
• Establish a strategic approach to the short, medium and long term business on territory, to ensure that activity is both relevant and flexible to the evolving trading environment over time,
• Uphold company trading and terms policy in order to protect profitability and value of business in territory
• Prepares for, attends, and contributes to sales meetings and events to build strategic awareness and to gather market relevant intelligence. 
• Actively liaise with stakeholder departments or groups within the business to enhance T&F’s coverage of the territory – includes credit control, editorial, marketing and sales support
• Selection and adaptation of sales materials, analytics and catalogues for regular customer visits

Qualifications

What we're looking for:

• Knowledge and Qualifications
  • Some experience (3-5 years) of working in a sales environment, with an understanding of the demands placed on sales and the support needs of a sales team
  • Knowledge of the academic publishing industry
  • Competent user of core MS Office package
  • Experience with CRM (Salesforce)

• Skills and Behaviours Required
  • Ability to guide, lead and advise colleagues, drawing on experience
  • The ability to work independently and pro-actively, with awareness of when to need to delegate tasks
  • Willingness to travel extensively in territory and to conferences, as required by the company
  • Targ