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Inside Solution Sales Manager - Scopus

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Sales
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Elsevier
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RES0015V Requisition #
Are you looking for a new challenge with an industry leader?

Elsevier Research Solutions, Global Sales division is looking to recruit an Inside Solution Sales Manager (ISSM) to achieve and exceed annual sales targets for Scopus; the largest abstract and citation database of peer-reviewed literature: scientific journals, books and conference proceedings.  The Scopus ISSM is responsible for new business Scopus sales in North American Academic & Government Markets. 

Working Together

In order to be successful, the Scopus ISSM will need a deep understanding of Elsevier’s world-leading content, the competitors in their region and the prospect’s research needs and workflow.  The Scopus ISSM will establish a productive teaming relationship with partnered field Account Managers to ensure a continued sales focus on Scopus as an integral part of Elsevier’s core content portfolio.   

Your Team

You will become part of a new and growing telephonic sales team within our North American (NOAM) Academic & Government segment.  You will report to the Inside Regional Sales Director and will be based in our Miamisburg, Ohio office.    

Your responsibilities
  • Meet or exceed monthly and annual new sales goals, possibly including expansion sales (upsell) and revenue growth targets.
  • Collaborate with partnered team members to create and execute a targeted sales plan to maximize penetration of the Scopus in the territory.  Work closely with the field Account Manager to ensure a holistic territory/account plan that promotes both Scopus and overall account growth.
  • Provide accurate forecasts (weekly and monthly), including customer, competitive, and market intelligence to partnered AMs, SSMs, management and business leadership.
  • Develop a deep understanding of the relevant customer segment, so as to accurately translate segment-specific solution value.
  • Negotiate and close contracts for new sales, with a focus on multi-year agreements.
  • Successfully transition ownership of the account/agreement to field Account Manager. 
  • Maintain familiarity of the competitors’ product, strategy, and sales approach.
  • Provide continuous Scopus feedback to marketing teams and participate in projects to help the marketing teams meet strategic, sales objectives.
  • Supply channel feedback to the Product team for continued product enhancement and new development needs for Scopus.
  • Other duties as assigned.


We’re seeking:
  • Bachelor’s Degree required.  Science degree is a plus.
  • Minimum of 3 years proven new-sales track record in competitive environments.
  • Enthusiasm and passion for pursuing and winning new business with a consultative, solution-sales approach.
  • Experience working within an academic, research or scientific environment is desired.  
  • Knowledge of regional or national research programs, collaboration networks, and key opinion leaders is helpful.
  • Excellent analytical and presentation skills (including web-based demonstrations).
  • Strong communication skills (written & verbal) with a passion for customer engagement.
  • Fluency in English (written & verbal).
  • Experience working in an international matrix organization is helpful.

 
We offer
  • We are the leading provider of scientific, technical, and medical information & tools in the world that help our customers improve scientific and clinical outcomes.  We welcome you to a truly global, dynamic and challenging environment offering great opportunities to develop yourself.
  • Competitive base salary commensurate with experience
  • Generous Commission/bonus plan based on performance
  • Excellent medical, dental and 401K benefits
  • All expenses and travel fully paid
  • Excellent hands-on training program (currently utilizing Miller Heiman sales and account planning and Franklin-Covey tools) and a team to support you
  • Numerous online resources to assist with self-development and career progression
  • Opportunity to advance within the organization among many divisions worldwide

Please contact us if this challenge is for you!

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 ScienceDirect, Scopus, SciVal, ClinicalKey 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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