Elsevier Inc. is a global leader in information and analytics, supporting researchers and healthcare professionals. The Research Solutions Account & Strategic Sales Manager will manage and sell Research Intelligence solutions, focusing on consultative selling to academic and research institutions in specific states.
Responsibilities:
- Achieving overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing
- Understanding client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy
- Formulating focused strategies tailored towards the market; aligning sales approach to meet market needs in accordance with company policies; devising and implementing account strategies to address differentiated needs at all levels of accounts
- Planning annually for accounts and execution (jointly with Account Manager where required)
- Reviewing sales results and forecasts regularly e.g. via Clari and other sales enablement tools and adjust actions accordingly
- Working closely with regional and federal government agencies to develop projects for scientific databases and solutions
- Gathering, monitoring and evaluating competitive information and provide market feedback to the business to enhance product development and GTM
- Participating in trade shows and conferences, with agreed outcomes
- Developing and maintaining relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives
- Providing market feedback to enhance product development for a more customer-focused product
- Integrating and processing information derived from current projects, customers, market awareness and technical knowledge
- Ensuring Salesforce is always up to date
Requirements:
- Have a background in Sales with a complex solution-sales approach - 'consultative selling' (minimum 3 years), and experience selling enterprise software
- Have a university degree. Masters, or degree in a technical field is highly valued
- Able to operate on an operational, tactical and strategic level
- Display a proven track record selling technology and solutions
- Are self-motivated, driven and love building relationships with multiple internal and external stakeholders (e.g. senior levels)
- Experience in building out (expanding) business with a customer(s)
- Experience in strategic account planning; can connect the dots within customer's institutions
- Experience and knowledge of specific Research Intelligence solution areas
- Have exceptional communication (verbal and written) and presentation skills
- Experienced in working in an international matrixed organization
- Experience working in or with research administration and management functions highly valued. This includes regional or national research programs, collaboration networks, and key opinion