Publications Account Executive, West U.S LATAM

Publications Account Executive, West U.S. & LATAM

The American Physical Society is a nonprofit membership organization working to advance physics by fostering a vibrant, inclusive, and global community dedicated to science and society. APS represents more than 50,000 members, including physicists in academia, national laboratories, and industry in the United States and around the world.

The publications account executive, West U.S. and LATAM reports to the publications sales manager and plays a key role in managing institutional and consortia accounts within the region for the American Physical Society (APS). This role is responsible for achieving revenue targets through managing renewals and driving new sales, with a focus on growing APS revenue the territory across customer channels including academic libraries, corporates, and government accounts.

Key responsibilities include executing sales plans, management of APS’ sales agent in LATAM, pipeline management, providing accurate sales reporting and forecasting, and collaborating closely with APS colleagues in Sales Operations, Finance, and Information Systems. The publications account executive also contributes to the regional publishing strategy by identifying opportunities and addressing risks, while representing APS at sales events and conferences to strengthen the visibility of the APS and Physical Review brands

This role is responsible for maintaining a high level of customer satisfaction by managing institutional and consortia customer accounts within a defined territory, as well as handling a portfolio of products and services in the region. The role also ensures efficient business practices through effective collaboration with APS colleagues in Sales Operations, Finance, Information Systems, Communications.

APS has a “remote first” concept that promotes equal treatment and equal access within the United States, independent of physical work location, with a majority of staff working primarily from remote work locations. APS values diversity and welcomes candidates from a variety of backgrounds. APS offers a dynamic work environment with an outstanding total compensation package, including salary, outstanding benefits, and excellent paid time off.

• Create and execute detailed plans to achieve revenue targets for renewals, new sales, and Open Access agreements.
• Contribute regional knowledge to support the development of APS publishing strategy within the region, including by advising management on emerging trends and opportunities, as well as threats, risks, competing priorities, and other concerns.

• Provide customers with timely and accurate customer data, pricing guidance, and prospecting details in accordance with those plans.
• Meet with customers regularly for the purpose of providing product training and updates and negotiation support.
• Coordinate the timely acquisition of documents, certifications, and other procurement requirements required by customers to close agreements.

• Ensure pricing and licensing terms are aligned with APS policies, targets, and strategy in coordination with internal stakeholders.
• Use Salesforce and other business systems and data to identify opportunities, prepare quotes, complete licensing agreements, record details of sales visits and other customer information, and complete other fundamental tasks.

• Attend sales meetings and conferences as needed to develop strong rapport and understanding of the region's business practices and challenges.
• Demonstrate professional conduct, aligned with APS core values, to increase the visibility and strengthen the perception of the APS and Physical Review brands within the customer base, and beyond to the broader scientific and scholarly communications communities.

• Bachelor's degree preferred or five years of equivalent work experience in licensing, sales, scholarly publications and products or customer new business acquisition service may be accepted.

• A minimum of 7 years of experience in institutional sales and…