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Regional Manager Retail Channels Sales Middle East & Africa (MEA)

EME000B7 Requisition #
The Regional  Manager MEA role is a cornerstone in our Retail Channels organization. The main purpose of this role is to manage existing and grow sales of English Language and Local Language print and e-books in the given region using mainly retail & trade partners as sales channels. It is the Regional Manager’s responsibility to manage his team of Inside Sales, Strategic and Regional Account Mangers as well as the complete sales process in an independent and highly professional way. This role will drive optimization of existing business in the region and identify new business for sales of print, eBooks and joint services of print & electronic offerings with a strong focus on distribution channels. An important task of this role is interaction with key departments in the Elsevier regional team to contribute to product development, pricing and marketing. Together with the Regional Sales Managers of the Clinical Solutions Segment the Region-Manager Retail Channels agrees, contributes and executes the go to market approach for the region.
On this position you will be reporting to Director Retail Channels EMEALAAP and you will have 6 people hierarchically under your role.
Preferred locations for this role are Cairo, Egypt or Aman, Jordan.
This role will require frequent and extensive travel to wider region of Middle East and Africa.

Your clients will be Retail Partners and Book Distributors, Clinical and Academic Institutions, Governmental Bodies and Health related societies.

Your internal stakeholders will be following: Retail Channels International Management Team, Regional Education Director, Regional Sales Managers Clinical Solutions, Regional Content team, Operations, Finance, Marketing and Direct Sales Team.
On this role, your key results area will be following:
  • Achieving Sales Targets
    • Build, implement and execute mid-/ long term sales plans in line with Segment- and overall Retail Channels strategy.
    • Continually re-assess and adapt long term plans to react to customer and business needs.
    • Stay on top of regional sales pipeline, monitor, follow up with the team and report to line management.
    • Working collaboratively with the Head of Strategic Account Management to ensure the success of Strategic Account Development.
  • Market & Competitors
    • Stay abreast of changes and trends in the market and show an understanding of the implications of such changes on our business.
    • Review and adapt sales strategies in a consistently changing environment.
    • Channel insights into tangible new business opportunities and outcomes.
    • Report back on relationships with key stakeholders and business development opportunities to deliver sales outcomes across the Region.
    • Combine market knowledge with product development for providing our customers a better solutions.
  • Customers
    • Build, maintain and upgrade the relationship with existing and qualified potential customers across main target groups to stabilize existing and develop new business.
    • Extensive travel to existing and potential accounts, professional conferences and exhibitions throughout the territory.
    • Build and maintain substantial relationship to existing key-strategic customers and exploit up-selling opportunities.
    • Lead the Strategic- and Regional Account Managers to foster the relationships with all our customers.
    • Negotiation and development of complex service contracts.
    • Drive segmentation and standardization of account management.
    • Develop and introduce new sales models.
  • Marketing
    • Support development of marketing plans with the relevant product-marketing group.
    • Preparation and delivery of strong individual and group presentations using appropriate formats and delivery mechanism.
    • Use social media for customer interaction - create and monitor user groups
  • Communication
    • Display sound product knowledge on the catalogue of Local Language and English Language products and demonstrate target group knowledge and understanding, through attending internal company meetings (Content, Marketing, Segment, Sales) in a proactive way.
    • Demonstrate an understanding of other Elsevier products outside of the books arena and their place within the market.
    • Liaison and internal communication with relevant colleagues at national and international level and on a regular basis, including advice in the following areas: new product development, market evaluation, sales strategies relating to new and existing products, pricing recommendations, sales staff training, new territories, share experience and successes.
    • Responsible for reports and forecasts
  • People Management
    •  Consistently develops sales people through targeted coaching and regular feedback to reinforce accomplishments and course correct as necessary.
    • Encourages and recognizes team contributions and achievements.
    • Deploy available resources to support the selling and account management process and to create beneficial “win-win” solutions.
    • Delegate responsibility to appropriate team members, allowing to make substantive contributions.
    • Facilitate helpful and effective interactions between team members, internal and external stakeholders.
    • When needed hire and train top sales talent.
What you should bring in order to be successful on this role:
  • Relevant university degree or equivalent - Science, Medicine, Engineering, Business, Special Interest Publishing
  • Relevant experience (preferably in Publishing Industry, Pharma-Sales or deep knowledge of the Healthcare markets)
  • Track record in developing markets (Middle East, Africa).
  • Experience in leading directly (not via projects!) remote teams in an international matrix organisation is a must have.
  • Fluent in English
  • Solution driven: Ability to explore, understand and clearly express relevant customer motivation and pain points.
  • Openness to change and innovation.
  • Excellent communication and presentation skills in local and English language.
  • Results driven (metrics based decision maker, strong in execution).
  • Strong organisational and planning abilities.
  • Exceptional internal and external networking and negotiation skills: Leverage greater value from working together; ability to build up and maintain a network at a number of different levels within organizations up to and including business and organizations C-suite level.
  • Advanced selling skills, at least 5 years experience selling media, information products or health solutions to institutional customers.
  • Experiences in living and working in a foreign country (preferably Europe or US) is a plus
Please note that we will contact only candidates who fulfil the main criteria for the role and brining necessary experience.

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