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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading high-performing sales teams, developing strategic account plans, and driving revenue growth within the scholarly publishing and higher education sectors. Proficient in stakeholder management, complex negotiations, and utilizing CRM platforms for effective pipeline management.
Highest-signal resume keywords
Sales Strategy DevelopmentB2B Negotiation ExperienceStakeholder Relationship ManagementCRM Proficiency (Salesforce)Team Leadership and Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ForecastingAccount PlanningConsultative SellingAnalytical SkillsStrategic ThinkingBusiness DevelopmentRevenue Growth ManagementNegotiation SkillsPipeline ManagementOpen Access Knowledge
Soft Skills
Communication SkillsPresentation SkillsCollaborationProactive Problem-SolvingSolution-Oriented Approach
Tools & Technologies
CRM PlatformsSalesforceMarket Analysis ToolsReporting SoftwareAccount Management Systems
Industry Keywords
Scholarly PublishingHigher EducationEdtechResearch ServicesInstitutional PartnershipsAcademic LibrariesConsortiaCustomer RetentionRevenue TargetsMarket Intelligence
Tech Stack
Tools & technologiesLAMP
About the role
Key responsibilities & impact- Lead, recruit, coach, mentor, and develop a high-performing team of Account Specialists
- Set clear team targets and support professional growth
- Lead execution and refinement of Frontiers' North America sales strategy
- Manage strategic accounts, territories, and sustainable revenue growth
- Identify and develop new business opportunities
- Lead complex, high-value institutional and consortia negotiations
- Build relationships with universities, academic libraries, consortia, research organizations, funders, and senior academic stakeholders
- Drive regional revenue targets, sales forecasting, pipeline management, reporting, and progress against organizational goals
- Analyze customer, market, and competitive intelligence to identify opportunities and inform sales, product, and strategic development
- Collaborate with Account Development, Marketing, Public Affairs, Product, Customer Experience, and Publishing teams
- Maximize customer value, retention, and long-term growth
- Represent Frontiers at conferences, workshops, industry events, and within academic and library communities
- Improve account strategies, sales processes, and ways of working across the region
Requirements
What you’ll need- 5+ years of relevant experience in sales, business development, or a similar commercial environment
- Experience ideally within scholarly publishing, higher education, edtech, or research services
- Proven track record of achieving or exceeding sales targets and developing significant new business opportunities
- Experience leading, coaching, and developing high-performing sales teams
- Experience building relationships with senior stakeholders, including academic leaders, universities, libraries, consortia, and research organizations
- Experience leading complex B2B negotiations and institutional agreements
- Strong understanding of the scholarly publishing and Open Access landscape and its key stakeholders
- Experience with strategic account planning, consultative selling, and developing long-term institutional partnerships
- LAMP experience is an advantage
- Strong commercial, analytical, and strategic thinking skills
- Experience using CRM platforms such as Salesforce for account and pipeline management
- Excellent communication, presentation, negotiation, and stakeholder management skills
- Proactive, collaborative, and solution-oriented approach, with autonomy to make decisions and drive initiatives forward
- Willingness to travel approximately 25–50%, including customer visits, conferences, and company events across North America and internationally
- Fluent English, both written and verbal
Benefits
Comp & perks- Appropriate workplace adjustments where needed, in line with company policy
- Extra wellbeing days on top of annual leave allowance
- Up to 3 paid volunteering days each year
- 24/7 confidential Employee Assistance Programme covering wellbeing, mental health, legal and financial support
- Learning & development support via the Frontiers Learning Hub
- In-person collaboration and office presence, with appropriate adjustments where needed