Job Description:
The Solution Sales Manager is responsible for new sales of a specific solution portfolio in the territory (Northeast) and linking customer needs to product organization feedback.
Key Result Areas and Main Responsibilities:
Responsible for new sales:
• Achievement of new-sales, including expansion sales (upsell), revenue growth targets of portfolio in territory
• Create and execute on the solution/product penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
• Develop a strong understanding of competitor landscape and be able to successfully position against these
• Negotiate and close contracts for new sales
Segment application:
• Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific
Overall subscription base growth:
• Successful transition of ownership of the account/ agreement to AM & CC, ensuring total growth on total base of the portfolio
Build, maintain and share in-depth knowledge:
• Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory
• Key expert on specific research workflow (for solution portfolio), being able to bring global references to customers in territory
• Stay abreast of development in field and market segment, and share with Elsevier
• Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives.
Qualifications
Education, Knowledge, Skills and Experiences:
• Minimum 2+ years in a B2B (SSM) or Customer/External facing (CC) role.
• MSc in Life Sciences or related disciplines.
• Proven new-sales track record in competitive environments in the life sciences field- B2B sales experience (2+ years)
• Background in complex solution-sales approach - “consultative selling”
• Excellent analytical and presentation skills
• Strong communication (verbal and written) and presentation skills; fluency in English
• Experienced in working in an international matrixed organisation
• Self starter
• Frequent travel required (40%)
Specific for Life Sciences Portfolio:
• Masters in chemistry, biology, pharmaceutical sciences, bioinformatics or related scientific discipline
• Experience selling to or consulting with chemistry, biology, pharmaceutical, or bioinformatics disciplines.
Functional and Technical Competencies:
• Sales prospecting skills
• Negotiations skills
• Communication and presentation skills – both written and spoken
• Domain knowledge
• Resilience
Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on MD Consult to get critical information that can save lives. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization.
Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1-877-734-1938.
Unposting Date Ongoing
Additional Info:
[Click Here to Access the Original Job Post]
The Solution Sales Manager is responsible for new sales of a specific solution portfolio in the territory (Northeast) and linking customer needs to product organization feedback.
Key Result Areas and Main Responsibilities:
Responsible for new sales:
• Achievement of new-sales, including expansion sales (upsell), revenue growth targets of portfolio in territory
• Create and execute on the solution/product penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
• Develop a strong understanding of competitor landscape and be able to successfully position against these
• Negotiate and close contracts for new sales
Segment application:
• Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific
Overall subscription base growth:
• Successful transition of ownership of the account/ agreement to AM & CC, ensuring total growth on total base of the portfolio
Build, maintain and share in-depth knowledge:
• Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory
• Key expert on specific research workflow (for solution portfolio), being able to bring global references to customers in territory
• Stay abreast of development in field and market segment, and share with Elsevier
• Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives.
Qualifications
Education, Knowledge, Skills and Experiences:
• Minimum 2+ years in a B2B (SSM) or Customer/External facing (CC) role.
• MSc in Life Sciences or related disciplines.
• Proven new-sales track record in competitive environments in the life sciences field- B2B sales experience (2+ years)
• Background in complex solution-sales approach - “consultative selling”
• Excellent analytical and presentation skills
• Strong communication (verbal and written) and presentation skills; fluency in English
• Experienced in working in an international matrixed organisation
• Self starter
• Frequent travel required (40%)
Specific for Life Sciences Portfolio:
• Masters in chemistry, biology, pharmaceutical sciences, bioinformatics or related scientific discipline
• Experience selling to or consulting with chemistry, biology, pharmaceutical, or bioinformatics disciplines.
Functional and Technical Competencies:
• Sales prospecting skills
• Negotiations skills
• Communication and presentation skills – both written and spoken
• Domain knowledge
• Resilience
Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on MD Consult to get critical information that can save lives. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization.
Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1-877-734-1938.
Unposting Date Ongoing
Skills :
Areas :
Additional Info:
[Click Here to Access the Original Job Post]