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Sales
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Elsevier
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RES001EE Requisition #

Elsevier is part of the Reed Elsevier Group plc., which is a world leading provider of professional information solutions in science and health, legal, risk management, and business to business sectors.

As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. A global company headquartered in Amsterdam, employing more than 7000 people in 24 countries, we help customers advance science and health by providing world-class information and innovative tools that help them make critical decisions, enhance productivity and improve outcomes.

 

We are currently looking for a Solution Sales Manager Research Management for the Research Solution Sales department. The location of this role can be Egypt or South Africa. Frequent travel is involved (50-60%) across the African continent.

The Solution Sales Manager is responsible for new sales of a specific solution portfolio in the territory and linking customer needs to product organization feedback.

 
Your responsibilities will include:
 
  • Achievement of new sales, including expansion sales (upsell), revenue growth targets of Research Management portfolio in territory.
  • Create and execute on the Research Management penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan.
  • Collaborate with regional sales teams to develop targeted sales plans for each region and the execution of these plans.
  • Develop a strong understanding of competitor landscape and be able to successfully position against these.
  • Negotiate and close contracts for new sales.
  • Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific.
  • Successful transition of ownership of the account/agreement to Account Manager & Customer Consultant, ensuring total growth on total base of the portfolio.
  • Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory.
  • Key expert on specific research workflow, 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.
  • Channel feedback to the Product organization for continued product enhancement and new development needs, including for customized solutions.
 
What we look for in a candidate:
 
  • Proven new-sales track record in competitive environments (min. 5 years).
  • Proven experience in complex solution-sales approach - “consultative value based selling”
  • Experience working in or with research administration and management functions.
  • Experience working in a technology company.
  • Knowledge in regional or national research programs, collaboration networks, and key opinion leaders.
  • Excellent analytical and presentation skills.
  • Knowledge of bibliometrics, university administration
  • IT/engineering/science background is a plus
  • Strong communication (verbal and written) and presentation skills; fluency in English. French is a plus
  • Experienced in working in an international matrixed organization
  • Master’s degree in pharmacy, medicine, computer science, engineering or other related field.

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