Senior Sales Manager – DACH

Our client is a leading international academic publisher with an extensive portfolio of scholarly books, journals and digital research resources. They are seeking an experienced Senior Sales Manager – DACH to drive revenue growth, develop strategic customer relationships and expand their presence across Germany, Austria and Switzerland.

This is an excellent opportunity for a commercially driven sales professional with strong experience in academic publishing, institutional sales and managing key customer relationships across the DACH region.

Working closely with the DACH Sales Director, you will be responsible for developing and executing sales strategies, managing key institutional accounts and identifying new business opportunities across the territory. As a senior member of the commercial team, you will also provide strategic support and guidance to colleagues, helping to strengthen sales performance and customer engagement.

Key Responsibilities:

• Drive revenue growth across academic journals, eBooks, databases and digital research resources.
• Develop and maintain strong relationships with universities, research institutions, academic libraries and consortia.
• Identify and secure new business opportunities while growing existing institutional accounts.
• Lead complex commercial negotiations and develop long-term strategic partnerships.
• Work closely with the DACH Sales Director to implement regional sales strategies and achieve commercial objectives.
• Monitor sales performance, analyse market opportunities and identify areas for improvement.
• Manage sales pipelines, customer activity and reporting through the company’s CRM system.
• Support and mentor colleagues, encouraging collaboration and best practices across the sales team.
• Represent the business at customer meetings, industry conferences and relevant events throughout the territory.

We are looking for an experienced sales professional with a proven track record of developing institutional relationships, managing complex sales cycles and delivering revenue growth.

The ideal candidate will have:

• 5+ years’ experience selling academic journals, eBooks, databases or digital research solutions.
• A strong track record of winning new business and successfully negotiating complex commercial agreements.
• Experience managing major institutional accounts and developing long-term customer relationships.
• A good understanding of the academic publishing industry and higher education market.
• Strong consultative selling, negotiation and relationship management skills.
• Experience developing and executing territory sales strategies.
• Excellent analytical, communication and presentation skills.
• Experience using CRM systems to manage sales pipelines and report on commercial performance.
• Fluency in German at C2 level and English, both written and spoken.
• A self-motivated, entrepreneurial and results-driven approach, with the ability to work independently.
• Willingness to travel across the DACH region for customer meetings and industry events.

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