Manager, Institutional Growth & Licensing

Sspnet; Rockville (MD); Hybrid; USD 110,000 - 140,000; Full time

Benefits offered by this job

403(b) retirement plan

Paid holidays

Generous leave (annual and sick)

Job summary

American Physiological Society is seeking a Manager, Institutional Growth & Licensing to drive institutional relationships, licensing negotiations, and regional growth strategies. You will collaborate across Marketing, Editorial, Product, Analytics, Finance, and Operations to advance APS publishing models such as S2O and Read, Publish & Join.

The role focuses on building a scalable commercial infrastructure, supporting CRM, dashboards, and sales workflows while coordinating with external agents

Qualifications

• Bachelor’s degree required.
• 5+ years of experience in scholarly publishing, institutional sales, licensing, library relations, or business development.
• Experience working with libraries, consortia, and institutional customers preferred.
• Experience managing strategic accounts and negotiating agreements preferred.
• International sales experience desirable.

Responsibilities

• Develop and execute institutional growth plans for assigned territories.
• Negotiate institutional licensing agreements and support expansion of S2O/Read, Publish & Join models.
• Coordinate regional growth strategy and market intelligence with cross-functional teams.
• Support CRM development, sales reporting, and pipeline management.
• Maintain dashboards, forecasts, KPI reporting, and pipeline visibility.
• Collaborate with Editorial, Product, Finance, IT, and Analytics on growth initiatives.
• Manage external sales agents during phased territory transitions to APS management.

Skills

Strategic relationship management

Institutional sales and licensing

Negotiation and presentation

CRM and sales analytics

Forecasting and pipeline management

Communication and collaboration

Independent judgment and strategic思考

Education

Bachelor’s degree

5+ years in scholarly publishing or institutional sales

Job description

Job Title: Manager, Institutional Growth & Licensing

Reports to: Senior Director of Publishing, Transformation & Engagement

Summary/Objective

This position supports commercial execution for APS’s Publishing Growth Engine by connecting institutional relationships, regional strategy, customer intelligence, licensing opportunities, and publishing strategy to strengthen author participation, institutional engagement, publishing sustainability, and society impact. The Manager, Institutional Growth & Licensing, develops and expands institutional relationships, supports licensing opportunity negotiations, works to grow participation in APS publishing models including Subscribe to Open (S2O) and Read, Publish & Join agreements, coordinates external sales agents, and collaborates across Marketing, Editorial, Product, Analytics, Finance, and Operations to execute APS’s regional growth strategy. The position also contributes to building APS’s commercial infrastructure by supporting CRM development, sales reporting, pipeline management, and modern institutional sales workflows.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. Institutional Growth & Business Development
   • Supports the creation and execution of institutional growth plans for assigned territories.
   • Supports institutional revenue growth through renewals, new business, licensing, and strategic partnerships.
   • Cultivate relationships with libraries, consortia, research offices, and institutional decision-makers.
   • Represent APS at conferences, institutional visits, and customer meetings.
   • Maintains territory plans and opportunity pipelines.
2. Licensing & Strategic Partnerships
   • Negotiates institutional licensing agreements.
   • Supports growth of Subscribe to Open and Read, Publish & Join participation.
   • Identifies new licensing, AI, data, and strategic partnership opportunities and presents recommendations to Senior Director of Publishing, Transformation & Engagement.
   • Coordinate implementation of institutional agreements across APS.
3. Regional Growth Strategy & Market Intelligence
   • Execute APS Regional Growth Playbooks and institutional engagement strategies.
   • Develop institutional profiles and regional market intelligence.
   • Identifies institutional partnership opportunities involving editors, authors, and reviewers.
   • Provide customer insights to support strategic planning and executive decision-making.
4. Sales Infrastructure & Commercial Operations
   • Collaborates in the development of APS CRM capabilities and sales infrastructure.
   • Maintains dashboards, forecasts, KPI reporting, and pipeline visibility.
   • Document sales processes and recommend workflow improvements.
   • Support adoption of scalable technologies and AI-enabled commercial tools where appropriate.
5. Cross-Functional Growth Leadership
   • Collaborate with the Senior Manager of Digital & Marketing Engagement to inform institutional campaigns, messaging, and customer journeys through market intelligence.
   • Support continuity of institutional growth activities during Senior Director global travel by coordinating preparation, follow-up, and internal team alignment.
   • Coordinate with the Institutional Sales Manager on operational execution, renewals, licensing administration, and customer transitions.
   • Manage and guide external sales agents while implementing a phased transition of selected territories to direct APS management.
   • Work closely with Editorial, Product, Finance, IT, and Analytics to align institutional growth initiatives.

Skills/Abilities

1. Strategic relationship management.
2. Institutional sales and licensing.
3. Negotiation and presentation skills.
4. CRM and sales analytics.
5. Forecasting and pipeline management.
6. Strong communication and collaboration.
7. Independent judgment and strategic thinking.

Education and Experience

1. Bachelor’s degree required.
2. 5+ years of experience in scholarly publishing, institutional sales, licensing, library relations, or business development.
3. Experience working with libraries, consortia, and institutional customers preferred.
4. Experience managing strategic accounts and negotiating agreements preferred.
5. International sales experience desirable.

Other Duties

1. Support special projects and organizational initiatives as assigned.
2. Represent APS at meetings, conferences, and industry events as appropriate.
3. Prepare reports, analyses, and presentations in support of departmental and organizational goals.
4. Maintain professional knowledge through participation in educational opportunities and industry engagement.
5. Other duties as assigned.

Supervisory Responsibility

This position does not have supervisory responsibilities.

Benefits

This is a full-time, exempt position offering a competitive salary and comprehensive benefits package, including a 403(b) retirement plan; paid holidays; generous annual and sick leave; medical, dental, and vision coverage; flexible spending accounts; and life and short- and long-term disability insurance.

Where will you work?

We offer a flexible hybrid work model, with employees based out of our headquarters in Rockville, Maryland (Washington, DC metro area). Employees are required to work in the Rockville office every Wednesday as part of our standard hybrid schedule. Additional in-office days may be required based on role, team needs, division meetings, staff meetings, or other organizational events.
Because regular in-person attendance is an essential part of our hybrid work model, applicants should be located within a reasonable commuting distance of Rockville, Maryland. At this time, we are only considering candidates located in the Washington, DC metro area.

To learn more about APS, please visit: https://www.physiology.org.

To learn more about APS Publications, please visit https://journals.physiology.org.

APS is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

APS may use artificial intelligence (AI) and other technology tools to help screen applications and identify candidates whose qualifications most closely match the requirements of the position. AI-assisted screening is only one factor in the evaluation process, and all hiring decisions are made by APS personnel.