Nordics Institutional Sales - Open Access & Partnerships

BMJ; Greater London; Hybrid; GBP 70,000 - 90,000; Full time

Benefits offered by this job

Flexible working

Generous employer pension (up to 12%)

Dental & travel insurance

Life assurance (7x salary)

Gym discounts & cycle-to-work

Season ticket loan

Employee discounts

Job summary

BMJ is seeking an experienced Sales Manager to lead institutional partnerships across the Nordics. The role focuses on protecting and growing revenue through Read & Publish and renewals, building strong relationships with libraries, universities and research organisations.

Ideal candidates will have a track record in STM publishing, strategic account management and complex negotiations, with experience in Nordic markets and CRM-driven pipelines.

Qualifications

• Substantial experience in institutional sales or strategic account management within STM or academic publishing.
• Enjoy building long-term partnerships with senior stakeholders and using data to support commercial decisions.
• Experience in academic or STM publishing, library consortia and Read & Publish agreements.

Responsibilities

• Lead BMJ’s commercial relationships across the Nordics region.
• Manage strategic partnerships with national library consortia, universities and research organisations.
• Deliver successful renewals across Read & Publish and subscription portfolio.
• Develop strategic account plans using publishing output, usage and commercial data.
• Identify opportunities to grow existing partnerships through upsell, cross-sell and transition to Read & Publish.
• Develop commercial proposals within agreed pricing frameworks.
• Monitor competitor activity and procurement or Open Access policy changes.
• Represent BMJ at consortium meetings, conferences and customer events.
• Maintain accurate forecasting, pipeline management and reporting using Salesforce.

Skills

Institutional sales

Strategic account management

STM/publishing knowledge

CRM-based pipeline management

Data-driven decision making

Negotiation

Forecasting & pipeline

Tools

Salesforce

Job description

BMJ is seeking an experienced Sales Manager to lead institutional partnerships across the Nordics. The role focuses on protecting and growing revenue through Read & Publish and renewals, building strong relationships with libraries, universities and research organisations.

Ideal candidates will have a track record in STM publishing, strategic account management and complex negotiations, with experience in Nordic markets and CRM-driven pipelines.