About Harvard Business Publishing Higher Education: Harvard Business Publishing’s Higher Education division serves students and educators by adding dynamic, real-life perspectives on management to undergraduate, masters and executive education programs. Through training seminars, course planning tools and direct delivery of digital materials, we offer educators resources to support participant-centered learning. The Higher Education division continues to actively evolve its portfolio of learning materials, offering over 55,000 cases, articles, online courses, simulations and other learning materials developed at Harvard Business School and other world class institutions.
Job Description: Working with the Regional Director, this role focuses on executing plans to increase revenue and look for new growth opportunities in the Higher Education market. Represent HBP’s digital content lines to key stakeholders using consultative/solution sales approach; understand changing market needs and identify opportunities for HBP content and customized solutions to meet customer needs. Develop strong relationships with deans, directors, program managers, faculty, administrators, and librarians at key target institutions.
Key Responsibilities: • Implement go to market strategy across Latin America and manage sales and business development activities in the region • Become a trusted advisor to stakeholders, faculty and administrators at key strategic accounts and represent the voice of the customer internally • Negotiate annual contracts with institutions to strengthen partnerships and improve distribution processes • Visit accounts regularly to build multi-level relationships, identify new opportunities, close existing opportunities, understand customers changing needs, and understand developing market trends • Partner with Marketing to propose/support HBP marketing global and regional campaigns and events • Utilize and leverage internal resources (customer service, operations, product specialists, finance) to maximize sales and better serve customers in the region • Craft solutions that meet needs of key customers while playing within a proposed solution framework • Collaborate with Inside Sales to identify and transition accounts with growth potential • Deliver frequent interactive presentations to engage existing and new customers – the ability to inspire, influence and clearly articulate HBP’s ideas, resources and products is essential for the role • Use data analytics to interpret account behavior, uncover new opportunities, and achieve deeper market penetration • Develop and maintain superior knowledge of HBP content • Represent the brand with standards consistent with Harvard Business School and Harvard Business Publishing
• 5-7 years of documented success in a regional business management role with strong track record of growth and focus on sales/ account management / business dev serving the academic or comparable industry • Solution based selling experience highly desired • Excellent presentation and public speaking skills • Ability to influence at all levels of an organization; highly collaborative, diplomatic, resilient and open-minded with colleagues, customers and partners • Experience working with a CRM (preferably Salesforce and Adobe Analytics) • Must be able to work independently and willing to travel extensively • Strong negotiation skills and growth mindset • Fluency in English and Spanish required. Portuguese a plus. • Exceptional interpersonal, communication, presentation, organizational skills • Location: Mexico City
Education: Undergraduate degree required. A master’s degree in business, marketing, education, or related field or 5 years of comparable business experience is preferred.
About Harvard Business Publishing
Harvard Business Publishing was founded in 1994 as a not-for-profit, wholly-owned subsidiary of Harvard University, reporting into Harvard Business School. Our mission is to improve the practice of management in a changing world. With approximately 450 employees, primarily based in Boston, with offices in New York City, Australia, France, India, Mexico, Singapore, the United Arab Emirates and the United Kingdom, Harvard Business Publishing serves as a bridge between academia and enterprises around the globe through its publications and multiple platforms for content delivery, and its reach into three markets : academic, corporate, and individual managers. Harvard Business Publishing has a conventional governance structure comprising a Board of Directors, an internal Executive Committee, and Business Unit Directors.
Mission: At Harvard Business Publishing, our mission is to improve the practice of management in a changing world. We do this by bringing together experts from across the academic and business management spectrum—people of ideas, spirit, and vision.
This mission influences how we approach what we do here and what we believe is important.