Developed portfolio and managed distributor sales of academic e-books into EMEA library markets. Negotiated retail agreements with booksellers and e-retailers, academic consortium agreements, and content acquisitions from EMEA publishers (with the Publisher Business Development team). Presented at international conferences, including London Online. Prepared tenders for JISC in the UK.

Key Achievements:
• Opened key markets (Spain, Italy and France) by creating demand through content acquisition deals
• Signed new distributors in Spain and Italy worth $140,000 increase in revenue in the first 6 months
• Expanded Ingram’s retail business with new deals in the Netherlands, Denmark, Norway and Italy

Created sales models for e-products, including research journals, encyclopaedias and e-books; setting commission rates with key intermediaries. Managed key accounts in EMEA and Latin America; targeting customers in the medical and pharmaceutical sectors. Led interdepartmental pricing projects; gathering and analysing market data; producing territory/pipeline reports and introducing reporting parameters. Worked closely with the Marketing Executive in the creation of marketing collateral and press releases.

Key Achievements:
• Introduced Salesforce as a sales management tool to improve the nature and quality of reports
• Provided the division with badly-needed market information which helped them to profile key territories and key accounts
• Created a presence in the European medical library sector through marketing strategy incorporating full range of marketing mix
• In spite of the uncertain conditions and the limited time window, sold more than £250,000 of digital archives into medical libraries
• Won a tender with the JISC in the UK to provide a package of journals to university libraries, worth up to £1.2

Responsible for territory sales revenues exceeding $13m and managed a small team of junior account executives/managers. Territories managed: Spain, Italy, Scandinavia, Finland, Portugal, Iceland, Central Europe, Eastern Europe including Russia and CIS states, Sub-Saharan Africa. Focused on developing new business, through national licenses in all major territories, as well as up-selling and customer retention at all levels.

Key Achievements:
• Put the Wiley brand amongst the top names in the European academic market by negotiating a national license in every major territory (as above)
• Fully implemented the concept of consortia, structuring multi-year consortia in Finland, Poland, Portugal, Slovenia, Latvia, Lithuania, Estonia and Serbia, worth approx $2.5 million/year
• Brought together the Italian academic consortium worth $2.6m/year
• Introduced national licenses for the Cochrane Library medical database in Denmark, Norway, Finland, Sweden and Poland where previously there had been only individual licenses. Total value: $400k/year
• Significantly expanded the B2B portfolio, where new signings included: Leo Pharma, Ferring, Lundbeck, Danisco and Nokia
• Was awarded the InterScience Salesperson of the Year for 2004
• Twice voted ‘best publisher salesperson’ by the Danish consortium

Responsible for Wiley InterScience sales in Spain, Portugal, Central & Eastern Europe and Denmark as well as for a number of UK corporate accounts. Identified and targeted key consortia and corporate customers with sizeable print subscriptions to Wiley journals and negotiated multi-year electronic licenses. Provided a full range of account management services (training, access, renewal) to existing customers.

Key Achievements:
• Structured and negotiated a Spanish academic and medical consortium worth more than $2.5m/year (2003); a $1million Danish academic consortium (2002); a $520,000 Czech Consortium and $450,000 Croatian consortium (2002)
• Significantly expanded the B2B license portfolio in Europe. New accounts included: Novo Nordisk; Amersham; Syngenta; BAE Systems; BT; Cancer Research UK

Identified and targeted potential faculty adopters of educational textbooks at HE and FE institutions in Denmark; visiting stakeholders, focusing retention of existing adoptions and customer value.

Key Achievements:
• Comfortably exceeded sales targets and reversed a decline in the territory, increasing McGraw Hill’s presence generally and establishing one in previously unexplored and untapped markets

• Manned a 24-hour alarm centre for the International Health and Medical Insurance Department
• Responded to requests for emergency treatment, including repatriation, from overseas customers and provided guarantees for payment to health providers
• Translated medical reports received from overseas health providers
• Supervised part- and full-time support staff