Research Solutions & Strategic Sales Manager

Elsevier

2d • Remote

About The Position

This Home-Based role will be responsible for managing and selling the suite of Research Intelligence solutions in the states of CO, KS, MT, ND, SD, WY, NE and MO. Residence in one of the respective states is preferred but not required. The role involves achieving overall revenue targets for a portfolio of scientific databases and solutions, including Solutions Products and Content Licensing. It requires understanding client needs through a consultative approach, translating them into realistic propositions and packages aligned with the company sales strategy. The position also entails formulating focused strategies tailored to the market, devising and implementing account strategies, conducting annual account planning, and regularly reviewing sales results and forecasts using tools like Clari. Collaboration with regional and federal government agencies to develop projects, gathering competitive information, and participating in trade shows are also key aspects. Building and maintaining relationships with decision-makers and influencers to support Elsevier’s strategic objectives, providing market feedback for product development, and ensuring Salesforce is up-to-date are crucial responsibilities.

Requirements

• University degree, Master or degree in a technical field is preferred
• Sales experience at senior levels (minimum of 3 years)
• Able to operate on an operational, tactical and strategic level.
• Proven track record selling technology and solutions
• Self-motivated and driven.
• Love building relationships with multiple internal and external stakeholders (e.g. senior levels)
• Experience in building out (expanding) business with a customer.
• Experience in strategic account planning; can connect the dots within customer’s institutions.
• Background in complex solution-sales approach - “consultative selling” (minimum 3 years)
• Strong communication (verbal and written) and presentation skills.
• Experience selling enterprise software.
• Experienced in working in an international matrixed organization.

Nice To Haves

• Residence in one of the respective states is preferred but not required.
• Preferred experience and knowledge of specific Research Intelligence solution areas
• Experience working in or with research administration and management functions preferred
• Knowledge in regional or national research programs, collaboration networks, and key opinion leaders preferred

Responsibilities

• Achieve overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing.
• Understand client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
• Formulate focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts.
• Annual account planning and execution (jointly with Account Manager where required).
• Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
• Work closely with regional and federal government agencies to develop projects for scientific databases and solutions.
• Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM.
• Participation in trade shows and conferences, with agreed outcomes.
• Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives.
• Provide market feedback to enhance product development for a more customer-focused product.
• Integrate and process information derived from current projects, customers, market awareness and technical knowledge.
• Ensure Salesforce is always up to date.

Benefits

• country specific benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees