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Senior Commercial Manager, Reference Portfolio

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Product Management
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Elsevier
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EME000C2 Requisition #

This role is critically important for driving the commercial success of Clinical Solutions’ B2C and B2B reference products.  The position reports directly to the Product & Partnerships Director. This leader will actively collaborate with colleagues from local / regional Sales, Product, Marketing, Digital Content, Strategy and other commercial leaders to ensure the Personal Reference and CK Essentials products are optimally developed and deployed.

 

 

Key Responsibilities 

 

This role requires a deep understanding of our customer base and end users. The successful candidate will primarily be responsible for delivering the revenue goals for the CK Essentials and Personal Reference portfolio through new sales and renewals into target market segments. The main commercial responsibilities are:

 

Drive execution of go-to-market strategies defined by country leads in key geographical markets
- Migration of existing users

- Prioritise product and content needs for the relevant segments and set high level product and content strategy for execution in collaboration with product, content and strategy teams

- Prioritisation of requirements for reference products, in coordination with the global product team defined by the local product managers in the countries.

Develop customer segmentation and prioritization strategy 

- Create segment-specific product value propositions based on customer insights

- Define channel strategy for sale, marketing and pricing in collaboration with relevant leads

                                                                    

Drive execution of go-to-market strategies 

- Closely work with Regional Directors, marketing, sales, services teams to define execution plans for go-to-market strategies, and ensure successful execution

- Drive use of customer insights data and analytics in sales and service execution

- Jointly work with sales leadership to develop account strategy for top accounts

- Provide active sales support and participate in sales pitches as agreed with sales; actively participate in strategy and execution for key deals 

- Present at relevant conferences and other public events 

- Communicate customer priorities to customer support and engagement teams 

- Work with channel partners team to drive execution of channel strategy, actively support / be involved in key relationships

 

In addition, the role is responsible for motivating and coordinating with the local teams, including leading, coaching, and mentoring team members from the different regions. This role also plays an important role in fostering an environment across Clinical Solutions that appreciates and values the needs of the relevant customers and users. 

For this role, we are looking for an accomplished leader who can significantly accelerate our success and motivate the team.

 


Important characteristics include:


  • Demonstrated ability to work successfully in a matrixed environment 
  • Highly motivated self-starter who is relentlessly results driven
  • Proven track record of commercial success in areas such as sales, business development, product marketing / product commercial roles 
  • In-depth understanding of International healthcare industry with focus on providers
  • Strong strategic thinker with an outstanding focus on execution and results
  • Ability to pro-actively and continuously identify areas for improvement and development
  • Exceptional team leadership and motivational skills
  • Strong collaboration in a matrix organization – build relationships, achieve results
  • Strong communication skills
  • Demonstrated ability to build C-level customer relationships
  • 7+ years professional experience, with strong background in healthcare
  • Language skills would be an advantage
  • Advanced degree - an advantage

 

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