Director, Business Development

Here's what you'll be doing....

As a member of the Publishing leadership team you’ll be responsible for the execution of all publishing business development strategic initiatives as well as day-to-day sales functions.

You will be responsible for creating a highly customer focused and action oriented environment, serving the diverse needs of UTP’s core customers academic libraries, wholesalers and bookstores, and direct consumers.

You’ll drive modern business development strategy, with focus on revenue growth across UTP’s products, and proactively lead organizational and cultural changes to adapt to changing market demands and technology.

For this position, we currently have the option of working in the office or in a hybrid model. However, this position may initially require some in-office time mixed with work from home during the onboarding phase.

Key Responsibilities include :

• Build an inclusive culture that reflects UTP’s values of Respect, Accountability, Innovation, and Customer Focus
• Build a high-performing sales team; responsible for the recruitment and retention of highly skilled talent; participate in development plans for all direct reports, ensuring that team members are continuously elevating their capabilities
• Develop data-driven strategies and formulate sales and revenue plans that grow and diversify revenue sources and drive desired sales outcomes for each of UTP’s core market segments
• Responsible for the sales budget, will work collaboratively with the Vice President, Publishing to establish sales and profitability goals and capitalization requirements
• Develop metrics tree and lead revenue and business analysis, continuously adjusting strategy in response to data
• Develop and manage global network of sales and distribution agents in alignment with UTP business priorities
• Oversee development and execution of contracts / agreements with clients and external collaborators
• Build and maintain effective relationships, and work closely with key internal stakeholders and departments, such as marketing, distribution, and editorial teams
• Meet regularly with the Publishing Leadership Team to communicate results and consult on operational activities, and short and long-term plans
• Manage relevant technology, such as sales tools and systems
• Keep abreast of changing market conditions relating to products, pricing, promotion and distribution with a particular focus on digital delivery models in scholarly and higher education publishing, and establishing a wider market and reach for the UTP trade imprints
• Assume a leadership role in the marketplace with appropriate customers, industry associations and partners

Education, Qualifications, and Experience :

• Post secondary graduate, business degree preferred
• 7-10 years of experience in sales / revenue generation, strategy, and business development role, including staff management, in publishing or related field

Knowledge, Skills, and Attributes :

• An inclusive and collaborative leader, has a proven track record of building a coaching culture and effective team dynamic, is able to build trust quickly and inspire the team through actions
• Intellectual curiosity and a commitment to continuous learning a growth mindset
• Strategic thinker and experienced with data-driven approaches, is able to effectively lead data analysis, consistently manage key performance indicators (KPIs), and continuously revise strategies in a shifting landscape
• Results oriented, focuses on achieving agreed upon outcomes and ensures that key objectives are met; conveys a sense of urgency and drives issues to closure;

continuously aims to improve upon past performance

• Resilience and comfort with change, is able to recognize when change is necessary and develop and implement effective action plans to drive effective change
• Highly developed, professional interpersonal and communication skills; ability to motivate teams to produce high-quality results within tight timeframes and simultaneously manage several projects
• Anticipate, understand, and respond to the needs of customers and clients to meet or exceed their expectations within the organizational parameters
• Establish and maintain positive working relationships with others both internally and externally to achieve the goals of the organization
• Ability to assess situations to determine the importance, urgency and risks, and make clear

decisions which are timely and in the best interests of the organization.

• Excellent negotiation skills
• Proficiency in the use of Microsoft Office, subscription management systems, and CRM systems (i.e., SalesForce)

About our Team :

The Publishing Division has a staff of over 50 full-time and contract employees and operates out of 800 Bay Street, Toronto.

With the publication of influential authors and award-winning research, as well as a continuing dedication to groundbreaking new scholarship and innovative texts, UTP has firmly established its reputation for excellence.

Books and journals published by UTP are written for intellectually curious readers, academics, researchers, students, and practitioners.

Our authors come from around the world and we serve a global market.

About University of Toronto Press :

University of Toronto Press (UTP) is one of the largest university presses in North America, publishing landmark scholarship since 1901.

Each year UTP releases over 200 new scholarly, course, and general interest books in both print and eBook format and over 45 journals.

In addition, UTP manages the distribution for over 200 publishers and imprints in Canada, the US and around the world, with warehouses in Toronto ON and Buffalo NY.

UTP also runs all of the University of Toronto Bookstores across the three main campuses, serving over 95,000 students and 15,000 faculty.

For more information, please visit utorontopress.com.

As the leading university press in Canada and one of the largest in North America, we acknowledge our role and responsibility in effecting positive change.

With this, we seek to continuously improve the diversity and representation of our publications and the clients we represent, as well as within the makeup of our organization.

With strong commitment from leadership, we are collectively bringing forward change across the organization, both within our company culture and in our publishing, distribution, and retail endeavours.

UTP operates with mutual trust, respect, and integrity as we strive to identify and remove barriers. We are committed to making UTP a great place to work by addressing and challenging systemic inequities.