Solution Specialist, Nature

Springer Nature’s Specialized Sales team is looking for a Solution Specialist with a strong record of product sales success to help drive sales revenue for the Nature Portfolio in the Corporate Market.  As a brand leader in the STM space, the Nature Portfolio contains some of the most highly respected scientific journals in the industry.  This brand recognition will allow the Solution Specialist to assist the Corporate Sales team to position existing journals and new publications to a corporate audience.  This audience will include both a defined list of existing customers and new prospects that are targeted by our new business team.   

The Solution Specialist will support the corporate sales team in North America and Europe in demonstrating creative approaches to objections and a determination to win new business.  This includes a strong analytical approach and a willingness to dive into the data to surface key information.

The Solution Specialist is part of the global Solution Specialists team reporting to the VP Solutions Specialists and a dotted line to the team lead. The position can be located in New York, London, or Berlin.

Responsibilities:

• Acquire and apply a thorough understanding of the Nature Portfolio journals, including what industries each journal is relevant for and how to best position each title
• Create target lists of new sales prospects, utilizing knowledge of Nature titles and their applicability for key corporate markets
• Work with sales reps to develop a strategic approach for specific customers, driving sales growth by identifying content gaps and upsell opportunities based on specific research focus for specific targets
• Support selling Nature journals by preparing and presenting comprehensive customer assessments and journal recommendations to different customer stakeholders
• Utilize existing business and pricing models to provide the most suitable option(s) to local sales and customers, plus create comparisons of the options (e.g. cost, break-even, ROI) and provide advice
• Coordinate with the sales reps to produce sales/business reports and ensure the region  maintains a healthy sales pipeline for Nature Journals that is up to date and accurate
• Understand the resources like marketing collateral, SN Insights, and dashboards that have been developed to assist the sales process and support their implementation and use across the teams
• Contribute to the knowledge sharing of the Solution Specialists team and support team members selling to corporate customers in other regions

Job Requirements:

• Candidates should have a Bachelor of Science or similar degree, Master is a plus
• Minimum of two (2) years prior experience as a product expert or sales rep, ideally for science content products.
• A strong understanding and previous experience in the Scientific, Technical, and Medical (STM) publishing market and knowledge of journal and multi-site licensing
• Prior experience working with large/key accounts in the corporate segment.
• Ability to thrive in a complex work environment
• Self-motivated and willing to continuously improve client relationship management through pursuit of customer-service excellence.
• Analytical skills, converting information from various data sourcing into convincing product recommendations
• Excellent presentation skills.  Must possess experience presenting to groups of peers, management and clients.
• Sales skills like objection handling, asking qualifying questions and mapping customer requirements with product capabilities
• Proven ability to understand and effectively communicate with multiple functional groups.
• Ability to effectively react in dynamic situations.
• Personable and detail-oriented with strong communication (written and oral), organizational and time management skills.
• Self-directed and motivated with an entrepreneurial spirit.
• Experience utilizing CRM systems to track account activity and territory progress
• Ability to travel as needed (10-50% of work time after Covid-19)

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If you are an internal applicant please inform your line manager.

Springer Nature US provides a comprehensive and competitive benefits package which includes the benefit offerings listed below: 
•    Medical, Dental and Vision 
•    401(k) with company match and contribution
•    Hybrid office working policy, Summer Hours, and paid time off
•    Flexible Spending and Commuter programs
•    Multiple Life insurance options
•    Disability coverage
•    Tuition Assistance
•    Voluntary benefits: Identity Theft Protection, Pet Insurance, and Legal Assistance Insurance
•    Employee Assistance Program
•    Family friendly benefits and a variety of employee discounts
•    An array of Employee Social Networks  

Annualized Base Salary Range: $60,000 – $70,000. The salary offer may vary based on work experience, education and skill level.

Springer Nature is an Equal Opportunity Employer that complies with the laws and regulations set forth in the following “Equal Employment Opportunity Is The Law” poster: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.
  
At Springer Nature we value the diversity of our teams. We recognize the many benefits of a diverse workforce with equitable opportunities for everyone. We strive for an inclusive workplace that empowers all our colleagues to thrive. Our search for the best talent fully encompasses and embraces these values and principles.