Head of Sales Operations and Commercial Insight

09 Aug 2018
27 Aug 2018
Contract Type
Full Time
Nurturing fresh thinking that makes an impact Emerald Publishing was founded in 1967 to champion new ideas that would advance the research and practice of business and management. Today, we continue to nurture fresh thinking in applied fields where we feel we can make a real difference, now also including health and social care, education and engineering. We publish over 300 journals, more than 2,500 books and over 1,500 case studies, via our dedicated research platform emeraldinsight.com What matters to us: Individuality: We have a strong sense of character, independence and spirit. Ambition: We strive to go beyond what's possible to delight our customers. We have an exciting opprotunity for a Head of Sales Operations and Commercial Insight to join our business. The Head of Sales Operations and Commercial Insight will lead a merged sales operations and market insight team, ensuring sales planning is based on solid evidence and data. The role will inform market-driven product and publishing development, based on robust data combined with market insight and feedback, ensuring Emerald develops the right products/services for the market. The role is key to Emerald's commercial alignment strategy which brings the sales, product, publishing, and marketing teams together to focus on shared insights, driving strong business cases, projections and forecasts which lead to a solid pipeline of future sales., Sales Operations * Implementation of centralised / global sales strategy. * Exploring and improving sales activity and sales management practices. * Managing the governance and cycle of pipeline, forecasting, projections and trading reviews. * Provide robust analysis, understanding of commercial conditions and cycles, and supportive plans to drive successful sales. * Liaising with global sales to stress test business cases to ensure they are commercially ready and can be delivered. Market Insight * Developing requirements for improvements to trading reviews, forecasts and projections, which give the business quicker insight and dashboards and move away from manual labour-intensive workflows. * Developing the behaviours and processes needed to use insight in a targeted, direct and actionable way. * Actively seeking understanding of real market conditions - helping Emerald to develop what will sell, rather than selling what we have. * Delivering market insights and analysis for publishing (i.e. content acquisition) tied closely to an understanding of where the commercial return is. * Working with data architecture and data science skills in the Business Technology department to develop data requirements for more automated use of data and patterns. * Negotiating the best deals for access to sources of data and insight. Benefits Pension & Bonus. Sales | Management | Forecasting | Reporting | Marketing | Publishing | Data | Customer Service | Team | Administration Are you a results orientated individual who enjoys taking ownership for delivering results? Do you have proven experience in commercial insight and sales operations?, Knowledge & Experience * Proven experience in a senior commercial insight and operations role * Collaborative and inclusive approach - able to work with people at all levels and lead/coordinate cross-functional and global working groups * Extensive experience in academic publishing or aligned industries * Broad overall end-to-end operations knowledge: processes, tools, suppliers and systems * Experience interacting with senior managers, explaining business & technical choice points and facilitating decisions * Ability to anticipate and manage potential points of conflict, balancing the interests of different groups against strategic objectives * Ability to translate the complex into the simple, to assimilate multiple 'clues' and sources of information and arrive at a plan which can be communicated Skills and Attributes: * Strong analytical skills and ability for conceptual & strategic thinking * Self-starter with high levels of enthusiasm, determination, and the ability/willingness to make decisions * Results-orientated and takes ownership for delivering results * Effective networking and negotiating skills - able to establish credibility with all stakeholders * Ability to plan, prioritise, negotiate, and make decisions when there are multiple priorities and viewpoints expressed * Ability to meet deadlines and maintain stable performance under pressure * Ability to lead, inspire and develop a high performing team Your CV must be a .doc, .pdf, .docx, .rtf, and no bigger than 2MB

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