Sales Manager, Nordics

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

For more than 180 years, BMJ has helped improve healthcare by providing trusted, evidence-based knowledge to healthcare professionals and researchers worldwide.

As scholarly publishing continues to evolve, we’re strengthening our commercial organisation to support institutions through the transition to Open Access while continuing to grow our long-standing partnerships across mature research markets.

Northern Europe sits at the forefront of this transformation and remains one of BMJ’s most strategically important commercial territories.

The opportunity

We’re looking for an experienced Sales Manager to lead BMJ’s institutional partnerships across the Nordics.

This is a mature, high-performing territory with established Read & Publish agreements and strong customer relationships. Your focus will be to protect and grow one of BMJ’s most valuable revenue bases by developing strategic partnerships, delivering successful renewals and identifying opportunities to expand our Open Access portfolio.

You’ll help institutions continue their transition to sustainable publishing models while maintaining BMJ’s strong market position.

What you’ll be doing

• Lead BMJ’s commercial relationships across the Nordics region.
• Manage strategic partnerships with national library consortia, universities and research organisations.
• Deliver successful renewals across BMJ’s 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 changes in procurement or Open Access policy across the region.
• Represent BMJ at consortium meetings, conferences and customer events.
• Maintain accurate forecasting, pipeline management and reporting using Salesforce.

About you

You’ll have substantial experience in institutional sales or strategic account management within STM or academic publishing and a strong understanding of the scholarly communications landscape.

You’ll enjoy developing long-term partnerships with senior stakeholders and using data to support commercial decision-making.

You’ll have experience of:

• Academic or STM publishing
• Library consortia
• Read & Publish agreements
• Strategic account management, ideally in the Nordics region
• Complex commercial negotiations
• CRM-based pipeline management.

Why work for us?

Help us create a healthier world. We are a global healthcare knowledge provider. We publish The BMJ, one of the world’s most impactful medical journals and over 70 influential speciality journals. We offer digital tools to help health professionals worldwide tackle critical healthcare challenges. Find out more about us here.

Flexible Work and Workplace Perks

• We’re committed to flexible working that supports both your needs and the requirements of the role.
• Generous double-matching employer pension contribution, up to 12%
• Discounted dental and travel insurance
• Seven x salary life assurance cover and a generous income protection package
• Discounted gym membership, cycle-to-work and season ticket loan
• Discounts for retail and leisure products through yourReward

Work-life balance and wellbeing

• Twenty-five days holiday + bank holidays + a BMJ Day off.
• Additional holiday through long service; buy up to 5 additional days
• Leave for moving house, volunteering or getting married
• Concierge service Seniorcare by Lottie

Equity, Diversity and Inclusion

• Equity, Diversity and Inclusion are not buzzwords to us, but fundamental company priorities
• We believe that a diverse workforce brings unique strengths and insights, enabling us to better serve our customers and drive positive change in our industry.
• If you are from an under-represented or historically marginalised community, we are particularly interested in hearing from you.
• Join our employee-led networks focusing on Gender, Race and Cultural Diversity, Sexual Orientation, Mental Health and Well-being, Parents and Carers and Age.
• Disability Confident Committed employer

Learning & Development

• Career Coaching
• Opportunities to pursue professional development