Key skills
SalesforceStrategic PlanningCommunicationNegotiationPresentation SkillsAccount ManagementSales
About this role
Role Overview
- Achieving revenue and growth objectives
- 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
- Networking at a senior level
Benefits
- Country specific benefits