Regional Solution Sales Manager - Pure & Research Data Management

RELX Group

Responsibilities
Experience
Company Type
Workhours

 

Are you a strong leader, a mentor and coach, with a strong business sense? Are you an expert in your industry who understands what drives demand in your market? We would like to meet you!

 

The Regional Solution Sales Manager is responsible for current year and long-term Revenue growth of the PURE and Research Data Management portfolio business in Europe, Turmeca and Africa. You will consult with university C-suite, independent and government research organizations on their research strategies and how Pure and the RDM platform can help them execute those strategies. You will have direct responsibility of a team of six people (Solution Sales Managers and Customer Consultants), which will potentially grow. You will lead this team in prospecting opportunities, influencing and successfully responding to tenders. In addition, you will be responsible for optimizing the service delivery and execution of renewals of said products through the Customer Consultants. This role has an average annual revenue responsibility of $8-9 Million; you will be responsible for revenue reporting and forecasting within the region. You will report to the Global Sales Director for Pure and RDM who is based in New York, USA.


Solutions

The Mendeley Platform - this platform will bring our researcher facing products together in a compelling institutional offering:

  • https://data.mendeley.com/
  • https://www.hivebench.com/
  • https://datasearch.elsevier.com/
  • Or read more on researchers and data sharing
  • www.elsevier.com/solutions/pure

Your responsibilities

Achieve revenue and growth objectives

  • Responsible for total Pure & RDM portfolio specific sales in territory (strategy, market Intel, planning, execution)
  • Set and execute an effective Sales Strategy in region and countries.
  • Guide team in developing territory plans to achieve goals and exceed targets
  • Achievement of revenue goals for RI solution portfolio in territory
  • Link sales organization with the portfolio product and marketing organization.
  • Influence product and marketing execution to advance sales
  • Expert on competitors in the territory (product portfolio and landscape)
  • Responsible to pilot new business venues into other non service segment e.g. Corporate, Funding organizations, Health accounts.                              
Representative of Elsevier
  • Develop and maintain product champion relationships in the region - decision makers, influencers and partners
  • Seen as a thought-leader for the solution area
  • Is an active contributor within the research intelligence domain in the territory
  • Required to participate/present at customer events and conferences

Develop an effective regional sales organization

  • Effectively hire, coach, develop and retain people
  • Effectively embed Franklin Covey Playbook
  • Lead by example; manage change (effectively implement global initiatives in region)
  • Fully understand and utilize Elsevier sales tools (e.g. sales compensation plan, pipeline dashboards, etc.) to drive sales behaviour

What you should bring

  • University degree in a technical field; e.g. computer science, engineering, physics
  • Senior level person (gravitas), with sales experience at executive levels (minimum of 3 years)
  • Successful people management experience – min of 3 year’s experience in managing a sales team
  • Preferred experience and knowledge of specific Research Intelligence solution areas
  • Background in complex solution-sales approach - “consultative selling” (minimum 3 years) Strong communication (verbal and written) and presentation skills; fluency in English
  • University degree in a technical field; e.g. computer science, engineering, physics
  • Experience selling enterprise software
  • Experienced in working in an international matrixed organisation
  • Experience working in or with research administration and management functions
  • Knowledge in regional or national research programs, collaboration networks, and key opinion leaders
  • Self starter
  • Frequent travel required (40%)

What we offer

We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive.

 
Variable Compensation
  • Variable compensation driven by new-sales revenue performance vs targets for the year and renewals achieved
  • Flexible working arrangements
  • Additional benefits, like memberships of Elsevier’s magazines, discount on books and other facilities
  • Several local and global networking communities to share best practices and knowledge
  • Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, healthcare and protect the environment.
Trainings
  • Sales Academy offering as per your defined Learning Path
  • Franklin Covey sales training
  • Competitive Selling
  • Portfolio Center of Excellence
  • Numerous training, coaching and e-learning modules for long term job opportunities and development

An assessment or business case could be part of our selection procedure. Please be aware that we request references and a copy of your diploma in the offer stage.


 

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Confirmed 19 hours ago. Posted 30+ days ago.

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