1 JOB DESCRIPTION. Faculty of Social Sciences and Law (Supplementary information for recruitment only) Professional/Administrati

Transcription

1 SALES AND MARKETING DIRECTOR REF: SUPP JOB DESCRIPTION School or Division/ Address: Bristol University Press/Policy Press, 1-9 Old Park Hill, Bristol BS2 8BB Academic Faculty / Support Services Division: Faculty of Social Sciences and Law (Supplementary information for recruitment only) Professional/Administrati Competitive salary plus Job Family / Grade: Salary range: ve Services/ Grade L benefits Hours of work: 100% time Work pattern: Full-time Contract type: Open-ended 1.1 Main Job Purpose To provide leadership across sales, marketing, rights and distribution (SMRD) for the newly created Bristol University Press, and established imprint Policy Press. This is a key role in developing The Press global presence, driving commercial strategy and performance. The Sales and Marketing Director (SMD), reporting to the Chief Executive (CE), will develop and implement global SMRD strategic plans, targeting existing and new markets and channels to drive revenue growth, and to enhance the brand s reputation and list and product awareness. The SMD will be a core member of Senior Management Team (SMT) and will take a leading role in the commercial development of Bristol University Press and Policy Press. 1.2 Statement of Responsibilities Commercial Operations, Revenue Generation and Management Responsibility for setting and delivering sales targets and revenue growth in line with annual budgets and five-year business development plan. Responsibility for the creation and delivery of SMRD operational budgets and objectives, developed with and monitored by the Sales Manager, Marketing Manager and Finance Manager. Track and control expenditure in line with budget. Sets the sales forecasts and performance goals for the Sales team and UK and international trade accounts, intermediaries and external suppliers in liaison with the Sales Manager. Sets and delivers the marketing budget and performance goals for the Marketing team in liaison with the Marketing Manager, Sets and delivers the Rights budget and performance goals with the Head of Commissioning. Sets the marketing, sales and rights Key Performance Indicators (KPIs) established in consultation with the CE. Responsibility for commercial management of suppliers in respect of SMRD functions, ensuring optimal financial agreements throughout global sales territories. Develops and recommends product positioning, branding and pricing strategy in consultation with the sales and marketing managers and external sales partners. Page 1 of 10

2 Strategy, Planning and Organising Responsibility for developing, planning and implementing global sales, rights, and marketing strategic plans to drive revenue growth in line with budget, and to enhance brand and product awareness. Directs and oversees promotional activities in liaison with the Marketing Manager. Responsibility for planning and implementing a change programme to facilitate transformation of BUP and PP SMRD activities where required. Keep abreast of, and anticipate, economic, social, political and technical developments to ensure that global SMRD strategy, plans and activities are optimally delivered, responding as appropriate to change. Respond to sales opportunities and challenges in a rapidly changing scholarly and professional book trade market, ensuring the sales and marketing teams and external providers and partners to maximise all opportunities as appropriate. Provide robust and deliverable advice on SMRD aspects of the business to the CE, Senior Management Team and Business Advisory Board. In consultation with the CE, and with the University communications team, develop brand strategies and manage the implementation of branding guidelines for The Press across all product ranges, promotional activities, materials and events for the two imprints. Responsible for the communications strategy and implementation of The Press, including website development and social media strategy, in liaison with the CE, Marketing Manager and marketing team. Analysis & Reporting Produce, analyse and interpret sales, marketing, customer and product data identifying trends, and putting into place actionable solutions to maximise revenue and reputation using best practice standards. Provide regular reporting to the CE, Senior Management Team, Business Advisory Board and The Press team on a range of performance data in relation to SMRD KPIs. Provide qualitative progress reports to the CE and Senior Management Team to inform business development. Achieve the best return on investment, in relation to managing suppliers and managing the team s time, and deliver more for less on budgets by managing resources and maximising use of assets. Provide recommendations for system and process improvements in data collection, analysis and reporting in conjunction with the Sales Manager, Marketing Manager, Data Executive and Senior Management Team. Ensure best practice is followed with respect to the supply and management of bibliographic data, metadata and SEO activities, to enhance discoverability of products (and services as required). Customer Support Lead and instil a customer-focused approach across The Press team. Responsibility for the delivery and effectiveness of customer service provision for all customers including direct and institutional customers, book trade and other intermediaries (wholesale/library suppliers) globally. Page 2 of 10

3 Evaluate service provision, identify additional service/system requirements and in liaison with external and internal partners lead the delivery of solutions to maximise service quality, efficiency and continuity. Capture, analyse and share customer insight and views (direct, institutional, book trade and intermediaries) to ensure better customer experience and delivery. Feedback customer needs analysis to the operational teams in order to ensure content and services are designed and created in line with their requirements. Ensure compliance with data protection policy, legislation, regulations and national codes of practice, advising on the implications of non-compliance, responding to and applying any necessary changes in area of work. Ensure professional and quality service standards are maintained and applied across SMRD functions. Liaison Responsibility for establishing and nurturing a wide range of internal and external relationships and strategic partnerships in order to most effectively market, sell and distribute all The Press content globally. Represent The Press, and the SMRD functions in particular, at both internal and external meetings and events as required to ensure that The Press issues are appropriately represented. Represent The Press and deliver presentations at professional publishing and bookselling conferences, sales conferences, scholarly conferences and network meetings and other fora, nationally and internationally. Nurture existing partner, stakeholder and industry relationships, and establish and maintain new ones. Network with colleagues in the university press and commercial publishing sectors to share best practice and keep abreast of developments, in keeping with The Press codes of conduct. Consult and co-operate as required with other relevant areas of the University of Bristol, including but not limited to academic advisory groups, communications, university finance, library services and IT. Decision Making Responsibility for the development and successful delivery of the SMRD strategies in line with goals and financial drivers in The Press business development plan. Responsibility for the allocation of staff and financial resource within sales and marketing functions in support of the publishing of BUP and PP and its SMRD development goals. Responsibility for guiding the development of relevant systems and processes to support business growth through the SMRD functions. Analyse and evaluate the pros and cons of different approaches to the development of The Press s global presence and the maintenance of brand integrity. Identify risks in order to make decisions that take account of the wider context, the business development plans of The Press, and reputational management. Lead on the selection and implementation of specialist information systems from external service providers to enhance effective working across SMRD activities in liaison with the Finance Manager. Make recommendations to the CE on the structure and skill requirements of the SMRD team and any necessary changes. Page 3 of 10

4 Problem Solving Provide authoritative and sensitive leadership, support and guidance to the sales and marketing teams, advising team members as necessary in order to help resolve day-to-day and longerterm systemic issues. Resolve new challenges and establish new practices and procedures where there is no precedent, working with the team and external stakeholders to find creative solutions (for example how to market and sell product into previously un-explored global territories, working with the team and external stakeholders to find solutions.) Consistent focus on solutions to operational and people challenges where the optimal solution may not be immediately apparent and there is a mass of information or diverse, partial and conflicting data, with a range of potential options available. Contribute and find creative solutions to a wide range of problems with Senior Management Team colleagues in relation to a wide range of business challenges as The Press develops and grows. Continuous Improvement Consistent monitoring of market and competitive landscape developments and adapting strategy and operations in response. Cultivate a culture at ease with change. Audit and evaluate the effectiveness of all SMRD strategies and results regularly, and act upon findings to improve business outcomes. Responsibility for the continual improvement of the quality and effectiveness of the SMRD functions and service supported by best practice policies. Lead on customer consultation in order to improve service delivery, customer service and improvement and development of products and services. Demonstrate excellent written communication skills and set standards for communication within the marketing and sales teams as well as The Press as a whole. Provide overall editorial control in relation to brand integrity to ensure appropriate content, messaging, tone and consistency in all sales, marketing and rights communication, as well as across The Press brand expression more broadly. Awareness of new sales and marketing approaches and technical solutions (including technology developments) and ongoing continuous learning. Provide advice on requirements and implementation. People Management Proactively and collaboratively lead, manage and inspire the sales and marketing teams. Responsibility for the deployment, recruitment, development and performance management of staff in line with agreed targets to ensure the successful delivery of SMRD objectives and goals. Monitor performance and take appropriate corrective action to ensure performance standards and targets are consistently met. Identify skills gaps and resolve as appropriate. Ensure that team members are supported and developed, and that learning and training opportunities are fully exploited to enhance effective SMRD delivery. Manage staff welfare issues in conjunction with the CE and HR colleagues. Effectively manage non-report stakeholders within The Press, service providers, consultants, suppliers and partners, and within the wider University, in order to ensure the delivery of objectives. Page 4 of 10

5 1.3 Relationships and Contacts Line manager: Line manager to (where appropriate): Alison Shaw, Chief Executive Sales Manager, Marketing Manager Internal Contacts Contact with whom? Nature of relationship Purpose Marketing Manager Sales Manager (direct reports) and wider sales and marketing team members Head of Commissioning Manager Colleague, liaison and problem solving (editorial leadership) Management to achieve agreed objectives Coordinate marketing,sales and rights initiatives; liaising on product approval and development Journals Director Colleague, liaison and problem solving (journals leadership) Same as above Finance Manager Senior Management Team Business Advisory Board (internal and external members) Colleague, liaison Colleagues (leadership team) Reporting, occasional Monitor and analyse sales and financial performance Determine strategy and manage business challenges and opportunities To agree strategic direction, report progress against plan External Contacts Contact with whom? Nature of relationship Purpose Key global trade and institutional accounts Commissioner/manager Monitoring sales performance and driving sales Suppliers and service providers (including global sales agents, intermediaries, technology service providers) Commissioner/manager Ensuring delivery of agreed services to budget, quality and time Publishing industry contacts, partners and stakeholders Building and maintaining knowledge networks Contributing to and benefitting from interaction to enhance market insight and growth of the sector as a whole Key academics and society partners Building and maintaining relationships and knowledge networks Requesting advice and feedback, sharing plans, collaborating on promotions. Page 5 of 10

6 1.4 Organisation Charts Final chart once BUP appointments complete 1.5 Job Hazards/Safety Critical Duties (Pre-employment health screening) Not applicable Page 6 of 10

7 2 PERSON SPECIFICATION 2.1 Relevant Experience, Skills and Knowledge Essential Desirable Experience Substantial experience in marketing and sales within academic/higher education publishing Significant experience of working in a senior marketing and/or sales leadership role Experience of successful development and delivery of marketing and/or sales strategies and plans Experience of working with a senior leadership team and/or boards and committees Skills Proven ability to effectively lead marketing and/or sales teams and manage staff to achieve agreed performance targets Ability to work collaboratively with colleagues across different functions to develop optimal solutions to business challenges Strong sales, communication, presentation, negotiation skills Excellent organisation skills and ability to manage multiple priorities Proven commercial and strong numeracy skills Proven ability to work independently to solve complex problems with minimal supervision Experience at Sales and Marketing Director level within academic publishing Sales Manager, Sales Director or Marketing Director experience within academic, professional, or higher education publishing Experience implementing sales and/or marketing programs and platforms Knowledge In-depth knowledge of latest developments in digital marketing as applied to academic publishing In-depth knowledge of sales challenges in the academic publishing sector in the UK and internationally Demonstrable understanding of the markets for the range of BUP and PP s products Proficiency in managing sales forecasting and setting of performance goals Thorough understanding of the use of analytics to benchmark, audit and improve SMRD activities Page 7 of 10

8 2.2 Relevant Qualifications Essential An undergraduate degree or equivalent Desirable Master of Business Administration (MBA) or equivalent 2.3 Communication and Interpersonal Skills Essential Desirable Excellent writing and speaking skills Proven ability to build strong relationships internally and externally Leadership abilities: to inspire, motivate, guide, and support others to reach goals Ability to communicate with widely different stakeholders and audiences, from academics to external suppliers of products and services 2.4 Additional Criteria Essential Desirable Willingness and ability to travel in support of Press initiatives in the UK and overseas Ability to work to tight deadlines under pressure 3 BACKGROUND INFORMATION 3.1 The School/Division In 2016 the development of the new Bristol University Press (BUP) was announced, building on the success of Policy Press, The University s not-for-profit social science publisher. Policy Press has an outstanding 20- year record of high-impact book and journal publishing across academic, textbook and scholarly trade lists with an explicit mission to help influence positive social change. Policy Press currently publishes 120 books, 9 journals and a small list of contract products, in print and digital for institutional and direct consumers, and has an active backlist of over 1000 titles. There is an ambitious expansion plan in place for developing Bristol University Press (BUP) over the next five years with the aim of creating a world-leading university press. BUP will support and advance scholarship and education in the social sciences. It will build on Policy Press s achievements to publish world-class research, learning resources and scholarly social commentary in key disciplines including: business and management; economics; human geography; law; politics and international relations and sociology. Policy Press will continue to thrive as an imprint of BUP publishing impactful and applied work that inspires social change including in: criminology and criminal justice; education; poverty and social justice; social and public policy and social work. At a time of far-reaching social, political and economic change, BUP is committed to publishing evidenceinformed independent thinking that helps shape our understanding of society, and analyses and addresses today s global social challenges. The Press will work collaboratively with scholars to communicate their work to the broadest audience in the most appropriate formats. It is an enterprising not-for-profit venture embedded in the scholarly community and is international in reach. The Press will be innovative in its approach to publishing and in what it publishes open to new ideas and approaches, emerging areas of research and interdisciplinary work that extends traditional scholarly boundaries. Page 8 of 10

9 With the team s passion, integrity, flexibility, expertise and dedication to authors we aim to make BUP a first choice in contemporary scholarly social science publishing. In 2016 Policy Press was awarded the IPG/Frankfurt Book Fair Independent Academic and Professional Publisher of the Year and was shortlisted for The Bookseller Independent Academic, Educational and Professional Publisher of the Year The University and the City of Bristol The University of Bristol's roots date back to Since its formation it has become one of the leading institutions among the UK's Russell Group of universities and operates globally, where it is recognised for its research and academic excellence. The University has a strong interdisciplinary approach and regularly features among the top ranking institutions in global league tables. The University of Bristol s mission is 'to pursue and share knowledge and understanding, both for their own sake and to help individuals and society fulfil their potential'. This is underpinned by a vision where the University of Bristol is an international powerhouse of learning, discovery and enterprise, whose excellence is acknowledged locally, nationally and globally, and that is: dedicated to academic achievement across a broad range of disciplines, and to continuous innovation and improvement research-intensive, supporting both individual scholarship and interdisciplinary or thematic research of the highest quality a centre for intellectually demanding, research-informed education that nurtures independence of mind and helps students achieve their personal goals and serve society s needs, both during and after their time here an inclusive and collaborative community of scholarship that attracts and retains people with outstanding talent and potential from all walks of life and all parts of the world a stimulating and supportive environment for all students and staff, distinguished by a commitment to high standards, respect for the individual and a strong sense of collegiality committed to operating in a sustainable manner engaged with society s interests, concerns, priorities and aspirations a major contributor culturally, environmentally and economically to Bristol and the South West well led and responsibly run, with an emphasis on consultative decision-making and open communication as well as personal responsibility and accountability Key to Bristol s vision is a clear and consistent articulation of and dialogue with its many stakeholder and publics about the wide range of research carried out at the Institution and hence is often featured in many national and international media. It has a proud history of two way dialogue as part of its research activities and addresses the world s key challenges through an interdisciplinary approach. The University also plays a lead role in the city of Bristol s cultural and economic well being and carries out an extensive programme of events and activities on behalf of the city, as well as being a keen supporter of partner organisations activities. Page 9 of 10

10 For more information, please see The University s commitment to Equality and Diversity and a Positive Working Environment As a leading global institution we are keen to attract the most highly talented individuals from a diverse range of backgrounds. Further information on our commitment to equality and diversity can be found at: The University s Positive Working Environment (PWE) agenda is an ongoing process with the aim of making working life at the University of Bristol productive, rewarding, enjoyable and healthy for all colleagues. To find out more about PWE please visit 4 APPLICATION PROCESS Please visit our web site at enter the vacancy number SUPP into the job search and follow the link to the on line application process. The closing date for applications is 23:59 on 4 June Further information on the University s application process can be found at: 5 SELECTION PROCESS It is expected that the selection process, including interviews, will be held on either Tuesday 20th or Friday 23 rd June Page 10 of 10