Responsible for Journals and Books new business and renewals in region (planning and execution against sales targets across the region).
Leads key consortium negotiations for their respective solutions in close co-ordination with Regional Account Directors.
Developing an effective regional sales organization
Effectively hire, coach, develop and retain sales talent. Lead by example; manage change (effectively implement and embed global initiatives in region).
Fully understand and utilize Elsevier sales tools (e.g. Clari, Challenger) to drive sales behavior.
Ensure the right level of account management and drive for excellence through coaching, role-modeling.
Representative of Elsevier
Senior Elsevier representative in the territory; setting Elsevier up as business partner with key customers/stakeholders in the region.
Developing and maintain relationships with key decision makers, influencers and partners in territory.
Align strategic planning across Solutions and Research Sales for Segment 1 accounts.
Playing an active role in large/complex commercial negotiations.
Responsible for accurate forecasting and pipeline management, timely reporting, accountable for team adoption of SalesForce.
Managing a complex network of internal stakeholders including sales management, pricing authority, finance, product managers, marketing, senior management.
Taking decisions in the long term interests of the business.
Requirements
University Master’s degree or University degree
Proven Negotiation skillsets
Sales experience at senior levels (minimum of 3-5 years)
Able to operate on an operational, tactical and strategic level.
Proven track record selling technology and solutions with experience working in a management role desirable.
Self-motivated and driven.
Proven communication (verbal and written) and presentation skills.
Experienced in working in a global and highly matrixed organisation
People management experience, including demonstrable evidence of coaching and a coaching mindset