"The advancement of science should be the chief concern of a nation that would conserve and increase the welfare of its people." - James McKeen Cattell, former AAAS President and Editor of Science
The American Association for the Advancement of Science (AAAS) is an international non-profit organization dedicated to advancing science for the benefit of all people. For over a century, AAAS has been a force for science, from helping to establish science as a credible field in the 19th century to using satellite imaging technology to document human rights abuses in 2007. We are recognized as the world’s largest general scientific society and the proud publisher of the Science family of journals. Past presidents have included astronomer Edward Charles Pickering, anthropologist Margaret Mead, and biologist Stephen Jay Gould. Our mission is centered on the belief that STEM research and education can help solve many of the challenges the world faces today.
AAAS is a culture steeped in history, but adaptive to change and new ideas. We recognize the hard work of our employees and encourage the development of our staff. Our colleagues represent an array of expertise from scholarly publishing to digital marketing, educational research to government relations, all with a shared focus on mission. At AAAS, you are part of a talented team, dedicated to advancing science and serving society.
Work With Us
AAAS seeks an Associate Director, Institutional Licensing Sales to help manage the organization’s institutional licensing sales team and drive new business growth for the Association’s portfolio of six peer-reviewed journals—including Science—supporting the mission of AAAS to advance science, engineering, and innovation throughout the world for the benefit of all people. This position requires strong sales leadership and management experience, sales process and marketing experience, and market knowledge of institutional licensing in both domestic and international markets as well as various Scientific/Technical/Medical (STM) market segments.
Create and implement strategic, actionable sales plans for major market segments and territories, including overarching strategies and processes to rapidly increase adoption of Science’s portfolio journals
Proactively drive revenue growth and manage respective sales region which includes all academic, government, corporate, and research institutions and their subscription agents where applicable
Develop strategies to best leverage external sales partners
Establish licensing priorities, timetables, and metrics to measure success and evaluate performance.
Actively manage a team of Institutional Licensing Sales Managers to create a high-performing, goal centric, and motivated team; provide staff guidance, training on consultative selling, and backup support, creating a culture of continuous learning and improvement and deep industry knowledge within the team
Develop, implement, and help guide the Institutional Licensing sales team against channel and sales pipeline reports, working with the Director to appropriately focus the team’s activities on new business, upsell, and complex, high-profile sales renewals as required; present new business summary pipeline metrics at regular Institutional Licensing team meetings
Build and sustain local sales representation in key markets or with key influencers or industry figures as needed to meet strategic goals, working collaboratively with sales agents and closely monitoring their performance
Manage expenses, budgets, and contracts related to Institutional Licensing
Report to Director, Institutional Licensing.
Collaborate closely and collegially with Associate Business Director, Research and Development (lead generation and sales support)
Manage Managers, Institutional Licensing Sales, meeting regularly to assist with negotiations and manage pipelines
Work in partnership with Manager, Agent Relations and Customer Success ensuring renewal retention and maximizing upsell opportunities
Attend trade shows and events to stay abreast of scholarly publishing trends and to build relationships with the librarian and publishing communities
Work with operations team to ensure CRM and related systems appropriately address sales reporting needs
Ten or more years’ experience in scholarly publications, with specific experience in institutional licensing or sales marketing
Minimum three years of managing and developing sales staff
Excellent management, leadership, and negotiation skills
Proven track record of meeting or exceeding sales goals
Demonstrated ability to think strategically and innovatively
Articulate communicator with excellent writing, verbal, and presentation skills
Highly organized with ability to oversee multiple customers and accounts
Strong knowledge of MS Office and CRM software
BA or BS minimum
Location and Travel
Full-time, staff position
Situated at the AAAS headquarters, Washington, DC
Willingness to travel to meetings/conferences/institutions/sales regions as appropriate (~30%)
Interested candidates should submit a resume and brief cover letter outlining qualifications and interest in the position by September 23, 2017. Applications will be reviewed on a rolling basis. If we think you might be a good fit for the role, we will contact you with next steps.
Visit https://www.aaas.org/ to learn more about what we do Find our latest job opportunities at: https://www.aaas.org/page/employment-aaas
AAAS is an EO employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender, gender identity, national origin, age, disability, veteran status, or other protected category. AAAS uses E-Verify to confirm the employment eligibility of all newly hired employees.
About American Association for the Advancement of Science
Founded in 1848, the American Association for the Advancement of Science is the world's largest federation of scientific and engineering societies, with nearly 300 affiliate organizations. In addition, AAAS counts more than 120,000 scientists, engineers, science educators, policy makers, and interested citizens among its individual members, making it the largest general scientific organization in ...the world. The Association has as its goals to foster communication among scientists, engineers and the public; enhance international cooperation in science and its applications; promote the responsible conduct and use of science and technology; foster education in science and technology for everyone; enhance the science and technology workforce and infrastructure; increase public understanding and appreciation of science and technology; strengthen support for science and technology enterprise. Advancing science; Serving society.