AIAA

The American Institute of Aeronautics and Astronautics (www.aiaa.org), located in Reston, VA is seeking a Publications Coordinator to support the Publications staff and Editors-in-Chief in administration, content acquisition, and editorial/production of the book series, journals, technical papers program and other publications products. AIAA offers competitive salaries and a comprehensive benefits package. This position is primarily remote, requiring occasional in-person meetings, off-site events, and office days.

Position Summary:

Reporting to the Senior Manager, Publications Operations, the Publications Coordinator will support Publications staff and Editors-in-Chief in administration, content acquisition, and editorial/production of the book series, journals, technical papers program and other publications products. The Publications Coordinator will also support the publications subcommittees and journals/books editorial advisory boards/editors-in-chief with guidance from Senior Manager, Publications Operations and Managing Editor, and will provide editorial/administrative work in ScholarOne and NetForum as assigned to support journals, books, and tech papers.

Responsibilities:

• Responsible for supporting journal, book, and standards peer review and editorial/production, including but not limited to manuscript acquisition support, assessments and evaluations, and author relations/administrative support.
• Manage and oversee manuscript peer review process for specific book manuscripts in conjunction with staff and Editors-in-Chief.
• Negotiate book publishing agreements with direction from Publications department management.
• Support the Senior Manager, Event Technical Program, with status changes and updates in the submission system.
• Support the Senior Manager, Event Technical Program, with editorial corrections in AIAA’s AMS system.
• Support the initiatives and activities of Book and Journal Subcommittees and Editorial Advisory Boards as assigned.
• Support publications budget development with guidance from Senior Manager, Publications Operations and Managing Editor.
• Assist administration of editor onboarding and honoraria payment processes.
• Issue author bans by drafting ban letters and updating appropriate systems.
• Work with Managing Editor, Senior Manager, Publications Operations and Senior Manager, Event Technical Program on effective planning and scheduling of both print and digital projects and work flow.
• Work with Marketing and Communications staff to coordinate support for advertising and promotion of AIAA publications in both AIAA and external outlets.
• Participate in team projects and meetings regarding editorial and operations matters.
• Work with relevant AIAA staff on targeted research/profiling of potential authors and reviewers.
• Work with appropriate staff and/or external contacts to ensure the timely availability of books data (price/ISBN/publication date/description) to sales & distribution partners.
• Occasional travel to meet with Editorial Advisory Boards, represent AIAA at trade shows, and at AIAA Forums.

Education:

• B.A. or B.S. degree in related field, or equivalent combination of education and experience required; strong English background required.

Requirements/Qualifications:

• At least 1-2 years previous work experience in scholarly or professional publishing, including at least 1-2 years of progressive publication experience in editorial, production, or marketing.

Additional Skills and Abilities Required:

• Knowledge and experience of standard book and journal publishing processes
• Project management ability, including planning, scheduling, budgeting, setting deadlines, and monitoring project performance.
• Ability to work in both remote and in-person team environments.
• Effective written and oral communication and presentation skills.
• Excellent client and volunteer customer relations management skills.
• Excellent negotiation skills.
• Proficient in MS Office Suite, with particular emphasis on Excel.
• Previous experience with ScholarOne and/or Atypon Literatum a plus.
• Occasional travel to meet with Editorial Advisory Boards, represent AIAA at trade shows, and at AIAA Forums.

About AIAA:

AIAA’s purpose is to ignite and celebrate aerospace ingenuity and collaboration, and its importance to our way of life. AIAA is the world’s largest technical society dedicated to the global aerospace profession. We are comprised of individual and corporate members from around the world. AIAA carries forth a proud tradition of more than 80 years of aerospace leadership.

Working at AIAA:

AIAA offers a strong compensation package for this position, which includes base salary and a discretionary bonus. Our benefits are highly competitive and include medical, dental and vision insurance with dependent coverage; 403(b) plan with an employer contribution and match; generous paid leave and holiday schedule. AIAA has a Flexible Workplace, where staff work primarily remote, but are required to attend meetings in the office and collaborate in person as needed.

AIAA

The American Institute of Aeronautics and Astronautics (www.aiaa.org) in Reston, VA seeks a Client Executive and Sales Capture Manager who will be responsible for developing sales opportunities with aerospace companies. Reporting to the Director, Revenue Development, you will be tasked with growing the relationship between AIAA and its corporate members and customers. You will grow engagement and deepen relationships with employees of existing corporate members; maintain and grow the recurring annual dues of corporate customers and drive sales of other AIAA products (including event sponsorships, exhibits and advertising). This requires a thorough understanding of the Institute’s broad range of products, services, events, strategic investments, staff and procedures.

AIAA has a Flexible Workplace, where staff work primarily remote, but are required to attend meetings in the office and collaborate in person as needed. Candidates must reside in the Washington, DC metro area.

Basic Purpose:

• Meet or exceed key order and revenue targets as assigned.
• Aid in the identification, qualification, assessment, and development of business opportunities, by performing market research, including analysis of customer budgets.
• Development of creative value propositions and business cases for customers based on their needs or market feedback to uniquely position AIAA to capture new opportunities.
• Implement the win strategy, customer engagement strategy and translate into a capture and proposal development plan.
• Execute capture activities to gain and maintain stakeholder (senior management, partners, and teammates) buy-in, support, and commitment of resources required to successfully shape, respond to, and win business with new and existing customers.
• Coordinate and manage capture activities, reviews, and customer briefings.
• Design and implement strategic account plans that expands the customer relationship and maximizes revenue capture securing buy-in from team and Institute leadership
• Ensure revenue growth across AIAA product lines by meeting or exceeding sales targets for corporate membership, product sponsorship, exhibitions, and advertising
• Develop, maintain, and expand a pipeline of prospective customers for assigned customer segments
• Successfully articulate the AIAA value proposition for each product and customer segment
• Provide customers high value through a combination of off-the-shelf and custom opportunities

Accountabilities:

• Develop a growth strategy focused both on financial gain and customer satisfaction
• Assess, clarify, and validate customer needs on an ongoing basis
• Create actionable and implementable customer roadmaps for assigned corporate members.
• Conduct research to identify new markets and customer needs
• Arrange business meetings with prospective clients
• Promote the company’s products/services addressing or predicting clients’ objectives
• Prepare sales contracts ensuring adherence to established guidelines
• Keep accurate records of sales, revenue, invoices, within AIAA’s information technology system.
• Provide trustworthy feedback and after-sales support
• Build long-term relationships with new and existing customers

Position Dimensions:

• Enlists the support of Sales Team, implementation resources, service resources, and other operations and fulfillment resources as needed
• Coordinates Institute executive leadership involvement with customer management as necessary
• Coordinates closely with sales team and other customer interfaces closely to ensure customer satisfaction and problem resolution
• Work closely with Revenue Development, Community and Partnership Engagement Team, Forum Program Executives, Marketing, Communications, Sales Operations to ensure that integrated promotional packages are developed and implemented appropriate customer segment
• Attend and participate in planning and review meetings with various internal teams for products and offerings
• Travel required approximately 10-15% travel, predominantly domestic and mostly weekdays.
• Local travel as needed.
• Occasional client support and entertainment outside of normal working hours.

Requirements/Qualifications:

• Bachelor’s degree required, Business or Marketing background preferred, or an equivalent combination of education and experience
• Requires a minimum of 6 years direct and indirect sales experience or account management, preferably in a trade show, media, or trade association market
• Excellent demonstrated ability to build strong, long-term relationships that satisfy customers through engagement and negotiation
• Demonstrated ability to communicate clearly and concisely with senior executive and C-level customers
• Demonstrated ability to develop and implement new programs and services tailored to market demographic or business segment
• Strong attention to customer and product detail
• Strong personal engagement skills whether in person, phone, or online platforms
• Experience with CRM required, Netforum, HubSpot or Salesforce a plus
• Demonstrated experience developing and achieving short- and long-term sales strategies
• Aerospace and Defense industry knowledge experience, a plus
• Ability and motivation to expand and evolve industry knowledge of targeted market demographics, their customers, their desired expansion/growth plans, and business needs
• Trade or professional association experience, a plus
• Curiosity and energy to explore adjacent markets
• Self-confidence, well-spoken with a quick ability to adapt
• Competency making decisions with imperfect and incomplete information
• Can interpret, condense, and present findings to audiences with variable skill sets and experience levels
• Must be available to travel as necessary

About AIAA

AIAA’s purpose is to ignite and celebrate aerospace ingenuity and collaboration, and its importance to our way of life. AIAA is the world’s largest technical society dedicated to the global aerospace profession. We are comprised of individual and corporate members from around the world. AIAA carries forth a proud tradition of more than 80 years of aerospace leadership.

Working at AIAA

AIAA offers a strong compensation package for this position, which includes base salary and a discretionary bonus. Our benefits are highly competitive and include medical, dental and vision insurance with dependent coverage; 403(b) plan with an employer contribution and match; generous paid leave and holiday schedule.

AIAA