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SVP Global Sales Effectiveness

📁
Sales
💼
Elsevier
📅
RES001E3 Requisition #

Our Company
 

Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content. In this way, we empower those communities to contribute to social progress, to enhance human well-being and to share and expand the breadth of human knowledge.

 

SVP Global Sales Effectiveness & Services (SVP GSE&S) (role to commence 01/01/2020)

 

The SVP GSE&S directs Elsevier’s support investments in sales force effectiveness and manages functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, sales compensation design and administration, and contract processing for timely invoicing, cash and revenue recognition. The SVP GSE&S is responsible for the overall productivity and effectiveness of the sales organization. Reporting to the Executive Vice President Research Solution Sales (EVP RSS), the SVP GSE&S fosters close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success.

 

The GSE&S team supports sales and business performance with insight, action and best practice.  We drive organizational effectiveness by delivering streamlined processes, data, insights and technology solutions that save time.  The SVP GSE&S role manages a global organization of +140 employees, supports +$2B USD annual revenues and ensures that the GSE&S organization is delivering on these commitments in the Elsevier institutional research and, in many cases, the health markets.  This role leads a multi-disciplinary team including:

Sales Operations

  • The Center of Excellence drives the critical end-to-end processes and trusted data for Sales success from lead to invoice and ultimately sales incentive plan compensation.  Delivers analytics and insight for continuous sales and operational improvements as well as operational implementation of new products and acquisitions. Provides program management and drives change management across all initiatives that impact RSS Sales, HS Sales where appropriate and Global Sales Effectiveness & Services
  • Sales Technology Support develops requirements and acts as a trusted advisor on key technology investments representing the voice of the customer / sales and provides direct support for 800+ sales end users of Salesforce.com and other sales tools.
  • The Sales Compensation team develops and administer annual sales incentive plans for +500 sales FTE driving strategic focus areas, new business generation and renewal revenue growth.

Business Development

  • Business Development and Sales Insights works directly with nine Sales VPs to secure material long term value, growth opportunities and channel optimization. This function develops analytical insights and metrics to steer sales efforts through daily Tableau dashboards, provides a fact-based approach to identifying sales opportunities, enables the sales teams to monetize the full market potential through both renewals and new business acquisition.

Sales Development and Performance Excellence 

  • Learning and Performance drives sales performance and development through best-in-class blended curriculum and learning journeys for new employee onboarding, Franklin Covey sales methodology, midyear and annual sales conferences and manager coaching skills.

Contract Management and Order-to-Cash

  • The global Account Support organization services approximately 40,000 customer contracts annually supporting the +$2B USD revenue and annual cash targets.  The team supports two business units with approximately 90 FTE across Dayton, Amsterdam, Singapore, Tokyo and Beijing as well as the entitlement and invoicing team in Chennai via a dotted line relationship of approximately 75 FTE.

Tender Management

  • The global tender management team provides full tender support, technical writing and project management for specific technical products and consulting support for tenders in general.

Channel Sales and Compliance

  • Third Party Channel Sales manages partner relationships contributing +$25M in revenue, develops new strategic partner together with the various Elsevier product organizations and provides strong compliance measures and monitoring across all partner relationships.

The role requires strategic thinking, strong operational leadership, business management and persuasive communication skills at senior organizational levels and works in close cooperation with the nine global Research Solutions Sales VP’s and their teams, Pricing, Legal, Finance, Collections, Product Development, and Business Technology Services to drive operational effectiveness, sales excellence and business results.

 

Primary Accountabilities

  • Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within Elsevier. Accountable for the timely assignment of all sales organization objectives.
  • Design and maintain key business control points and act as a strong gatekeeper for the defined business models and procedures including SOX and GDPR compliance
  • Provides leadership to the sales organization, and counsel to the EVP RSS, in implementing sales organization objectives that appropriately reflect the Elsevier’s business goals.
  • Responsible for equitably assigning sales quotas and ensuring the Elsevier’s financial objectives are optimally allocated to all sales channels and resources through the quota program.
  • Partners with senior sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement.
  • Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the Sales and Technology leadership to understand Elsevier sales and technology strategy. Recommends changes and enhancements to the company Sales technology platforms including Salesforce.com, Siebel, etc.
  • Develops and maintains a best-in-class roadmap for effective end-to-end sales processes, systems, tools and information including the implementation of new products and acquisitions
  • Responsible for the optimal deployment of sales personnel and sales channels. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
  • Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities
  • Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
  • Working closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel.
  • Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
  • Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.
  • Ensure all global sales new business and renewal contracts are processed accurately, invoiced on time and meet the expected monthly / quarterly revenue and cash commitments.  Ensure cash collection is optimized in planning and execution aligned with Sales and Finance expectations
  • Provides tender support to ensure all tender requirements are completed accurately, represent Elsevier capabilities and value, and submitted within appropriate timelines
  • Directs and supports the consistent implementation of company initiatives.

Qualifications
  • Minimum 4-year university degree from accredited institution. MBA or, Master’s degree preferred
  • Minimum 5 plus years of operational leadership experience in sales operations, business management or other similar disciplines
  • 5 years of sales or sales management experience in a business-to-business sales environment preferred
  • Proven operational and team leadership skills in a multi-disciplinary environment and the ability to drive a highly results oriented and teamwork culture
  • Strategic thinking and persuasive communication skills
  • Strong customer and Sales service orientation, cooperation and relationship building skills
  • Proven track record leading both process and organizational change effectively
  • Analytic capabilities, detail process orientation and process improvement skills
  • Strong organization and project management capabilities
  • Solid working knowledge of finance, legal and compliance policies
  • Organizational awareness and ability to balance flexibility with standards and policies
  • Requires fluent English language skills with additional language skills desired
  • Six Sigma certification a plus


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