Senior Commercial Channels Manager – EMEA

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Collaborate with the Head of Commercial Partnerships, the Commercial Partnerships team, and the broader EMEA Cengage team to achieve annual business objectives.

• Present innovative insights and proactively identify opportunities for growth and improved operational efficiency.

• Manage eBook Aggregators/Platform Partnerships.

• Partner with the Head of Commercial Partnerships and team members to optimize revenue through ebook aggregator partners, ensuring opportunity realization, title availability, and prompt responses to special price quote requests or other inquiries.

• Work with ebook aggregator partners to enhance the reach and utilization of Cengage content throughout EMEA.

• Participate in meetings with partners, including alongside the line manager, to explore new revenue opportunities and execute deals.

• Conduct availability checks and title uploads as necessary, utilizing JIRA and other systems, including the provision of quotes.

• Assist with bi-annual price reviews and title audits, along with any ad hoc price reviews, to ensure accuracy in pricing and title catalogs.

• Execute related agreements and supplementary documentation, ensuring timely completion while adhering to compliance processes.

• Develop a solid understanding of the Partner billings process.

• Enhance knowledge of the current ebook market and any emerging developments.

• Manage Print Distribution Partnerships as needed.

• Ensure that queries from print distribution partners are addressed promptly and efficiently to maximize revenue and maintain order flow in this critical channel, while also focusing on distributors across EMEA that provide new and ongoing value.

• Assist the line manager in overseeing UK and EU-based Print House Accounts partners and collaborate with Sales team members throughout the EMEA region to cultivate key distributor relationships and business opportunities.

• Collaborate across teams to conduct data analysis on EMEA distributors, identifying and ranking the most impactful partnerships, and outlining the required support levels for those partners.

• Draft distributor agreements or other documents as necessary, working alongside the Sales team in relevant agreement discussions across the EMEA region.

• Coordinate with Customer Services, Inventory, Finance, and other Cengage-wide teams to ensure swift resolution of issues related to partner accounts, title supply, availability requests, and manual orders.

• Contribute to print forecasts and enter relevant print distributor revenue forecasts into Salesforce.

• Continuously deepen knowledge of the print distribution market.

• Address reports concerning potential copyright infringement issues from the EMEA Sales team.

• Manage tasks related to Compliance/Privacy issues.

• Collaborate with colleagues in other areas of the team's remit as required to meet business needs.

• Support and mentor members of the EMEA Sales Team as needed.

• Assist the people leader in developing and executing training programs for team members.

• Ensure adherence to company and legal regulations pertinent to all aspects of this role, especially regarding pricing, returns, and authorization requirements for contractual or customer obligations by understanding the CL Code of Business Conduct & Ethics.

⛳️ Requirements

• Experience in a sales role, preferably within the publishing or educational technology sectors.

• Proficient in demonstrating success and experience in engaging a diverse range of customers, particularly in achieving genuine sales growth.

• Determined, passionate about reaching goals, maintaining a positive outlook, and focusing on high-quality, commercially driven decision-making.

• Capable of providing examples of challenging conventional practices and crafting innovative concepts and commercial solutions that enhance performance and goal achievement.

• An aspiring people leader with a track record of motivating, supporting, and developing team members.

• Ability to demonstrate the following skills:

• Commercial acumen

• Effective business communication skills

• Strong attention to detail and follow-through (perseverance)

• Excellent written and verbal communication abilities

• Proficiency in numeracy

• Strong organizational skills (planning and organizing)

• Self-motivated and proactive

• Analytical and problem-solving capabilities

• Ability to maintain composure and manage time effectively under pressure, while meeting deadlines

• Effective communication with colleagues across various levels and cultural backgrounds

• Proactive and adaptable approach to different customer types

• Ability to learn new computer systems and develop strong digital literacy.

🏝️ Benefits

• Flexible working hours

• Opportunities for professional development