Director, Global Commercial Revenue

• Lead and direct Sage’s commercial sales program through a period of significant change and a challenging external environment, including the ongoing shift from print to digital, the move to open access, and the evolution of the Medical/STM journal publication industry and the Professional Media market.
• Drive innovation in commercial sales to keep pace with or surpass industry trends and mitigate revenue declines in older product lines. Diversify revenue across all products and build account revenue by selling a variety of product types.
• Oversee Sage’s global Commercial Sales program and maintain relationships with the broader Commercial Sales and Medical/STM journal publication industries to identify new journals or content opportunities for Sage and stay abreast of industry developments.

• Directly manage the Global Commercial Sales teams, potentially including members in the India Global Services Department and Asia Pacific Region.
• Manage aspects of the full sales cycle, including the Revenue Enablement Program, Marketing, Data Insights (external and internal), CRM, and the Account Support Function.
• Generate and track costs against an annual budget for global commercial sales. Collaborate with Senior Leadership and Finance to set annual and quarterly targets and adjust expenses as needed.
• Hold all direct sellers accountable for achieving key KPIs in pipeline development and progression, forecasting, high-quality sales engagements using consultative selling techniques, full utilization of the technology stack to drive revenue growth, and proper use of T&E to achieve territory goals.

• Grow revenue and exceed assigned targets in a challenging business environment.
• Simultaneously protect existing revenue bases and acquire new customers to drive overall revenue increase.
• Ensure the successful launch of new products and product models while scaling the business profitably and efficiently.
• Expertly manage the cost base with assigned teams reporting to this role, monitoring, tracking, and mitigating as required without losing sight of revenue targets.
• Drive the use of the entire tech stack across teams to achieve optimal return on investment for technology spend. Provide team accountability through monitoring and support.
• Track revenue with Sage’s accounting department and collaborate with Accounts Receivable when necessary.
• Provide projections for acquisitions when needed. May attend key society and publishing conferences and/or present for a new journal or business venture.

• Connect with other sales leaders at Sage to help build a corporate sales culture, exchange information on guidelines, and leverage insights from external consultants.
• Work in tandem with other team leads to progress on Sage’s Cultural Imperatives and Commercial Sales Mandates.
• Actively participate as a member of the global Director Management Group and embrace corporate imperatives including Diversity, Equity & Inclusion, Continuous Improvement, Continuous Feedback, and Hybrid Working initiatives.

and Experience

• Prior experience as a Commercial Sales Director or equivalent.
• Extensive experience in strategically leading and managing global Commercial Sales teams to success.
• Proven ability to communicate and sell to all levels of decision-makers.
• Proven track record and experience in delivering revenue growth from print and digital advertising and content sponsorship in the publishing environment.
• Demonstrable knowledge and experience of non-subscription sales activities and products within the Medical/STM journal publication industry.
• History of sound judgment in relationship management, including strong influencing, sales negotiation, and communication skills, and the ability to lead projects and deliver results.
• Comprehensive experience and competency with formulating budgets and sales targets.