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Marketing Manager - Research Solutions - North America

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Marketing
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Elsevier
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RES000Z3 Requisition #

Job Description and Priorities:

The Marketing Development Manager-Research Solutions plays a pivotal role in implementing the overall marketing strategy on a regional level (North America) to drive customer engagement, retention and new sales opportunities, while serving as a conduit between regional sales and research marketing to identify regionally-driven marketing priorities and engagements.  This role will align with regional sales teams and relevant stakeholders to assure the overall marketing strategy and campaigns/engagements are tailored and aligned to support customer retention and drive new sales opportunities.                                                                                                                                                                                                                         

 

 

1. Contributes to strategies to define revenue growth paths in the region by identifying national and regional control points: key decision-makers, organizations and their influencers, and regional growth drivers. Contributes to evidence-based, bottom-up (account-insights) and regional marketing plans to achieve growth paths and support targeted sales opportunities/risk.
2. Conducts pipeline analysis, custom data analysis, and deal support to ensure the regional plans are achieved. Analyses runway for multiple products.
3. Contributes to customization of global audience- and solution-focused messaging according to the needs of the region, and to the success of regional campaigns. This includes account-based support for high risk / high priority / high opportunity accounts and consortia. 
4. Tracks the Early Warning System (NPS with usage metrics) within the region, ensuring targeting of all key organizations and appropriate RSS actions
5. Contributes to ensuring that necessary collaborations are in place to achieve regional growth paths, and leverages appropriate collaborations and partnerships across all audiences (internal and external) to help achieve aims.  Identifies the key engagements and programming in the region where Elsevier presence is necessary and, if the desired engagements are not available, proposes that appropriate engagements are developed by Elsevier

Main Activities and Responsibilities:

Develop Regional Revenue Growth Paths

1. Contributes to the development and implementation of strategic plans that achieve revenue growth targets in the region, and other desired outcomes. These plans should ensure both retention of the existing customer base, as well as expansion of the customer base, and cross-sell of existing customers to other solutions within and between solution portfolios
2. These strategic plans are strongly evidence-based, and in addition to drawing heavily on analytics they leverage local knowledge of key countries, key organizations and their influencers, customer insights (NPS and usage) and regional growth drivers. Contributes to account-based marketing, and works closely with Sales Enablement to customize value stories for key accounts
3. Conducts pipeline analysis, custom data analysis and deal support for runway, thus contributing to new business

Develop Regionally-Customized Content

1. Customizes the global messaging developed by audience- and solutions-marketing according to the needs of the regional audience. Ensure that the regionally-customized messaging and content emphasizes how Elsevier increases research performance in a superior way to the competition
2. Runs regional campaigns, working with Marketing Campaign Management for implementation
3. Supports RSS and Sales Enablement in targeting high risk / high priority / high opportunity accounts in the region
4. Conducts regional customer research e.g. attends key events as a way to collect regional intelligence, and feeds this information back to Audience and Solutions Marketing for enhancement of the messaging frameworks

Facilitate Regional Collaborations and Engagement

1. Works closely with internal stakeholders to build engagement plans per targeted organization and ensure that those identified in the engagement plans are being suitably targeted. Inputs into collaborations and partnerships according to regional intelligence and the status of the relationships
2. Propose local customer and/or prospect programs (e.g. customer events, webinars or other tactics) that would contribute to achieving goals, and work with other teams to implement so as to increase awareness, engagement, and perception of Elsevier
3. Suggests key events where Elsevier should have presence. Suggests events that would be useful but that do not exist, so that they can be considered for set-up by Event Marketing. Represents Elsevier as needed at key industry and customer events.


Products Supported


1. Scopus

2. Scival

3. PURE

4. ScienceDirect

5. Reaxys

 

 

 

 

1. Bachelors or Masters (preferred)
2. Minimum 5 years of marketing experience 
3. Excellent communications and persuasion skills – both spoken and written. Native English speaker
4.  
Confidence with Salesforce.com, Adobe Analytics and Tableau (preferred)                                                                                                               

5.  Experience with the United States institutional research landscape (preferred)                                                                                                                   

6.  Confidence/experience in working in a matrixed-organziation (preferred)

 


Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers.

Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including 
ScienceDirectScopusSciValClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, more than 35,000 e-book titles and many iconic reference works, including Gray’s Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries.


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 or accommodations@relx.com.


 


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