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Solution Sales Manager, Engineering

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Sales
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Elsevier
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RES0013E Requisition #
 
“Lead the way in advancing science, technology and health.”
 
Solution Sales Manager, Engineering
 
Elsevier is a world-leading provider of information solutions that help you make better decisions, deliver better care, and sometimes make groundbreaking discoveries in science, health, and technology. We serve researchers, engineers, professionals, and clinicians, through the application of technology and analytics to content, empowering them to create knowledge, contribute to social progress, and enhance human wellbeing. We are delivering next-generation professional information solutions and technology to our broad client base – and we need a team of exceptional sales leaders and professionals to join us on the journey.
 
Elsevier publish over 2,500 journals and more than 33,000 book titles, and provide web-based, digital solutions — among them ScienceDirect, Scopus, Engineering Village, Knovel, Reaxys and Geofacets.
 
As an Solution Sales Manager (New Sales) - Engineering (South Asia), you will be:
 
Responsible for sales of engineering information solution portfolio in the South Asia region and linking customer needs back to product and marketing organization.
 
We’d love to talk … as Elsevier is the right place for YOU!
 
Key responsibilities include:
  • Responsible for New sales
    • Prospecting for new accounts in a large untapped territory
    • Achievement of new-sales numbers on a quarterly basis
    • Create and execute on the solution/product penetration plan in assigned territory
    • Develop a strong understanding of competitor landscape in the territory and be able to successfully position against these
    • Negotiate and close contracts for new sales
    • Represent the engineering portfolio at industry engagements
 
  • Segment application
    • Gain superior understanding of engineering solutions and its applications
    • Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific
    • Understand the needs of customer and be able to relate those to specific solution benefits
 
  • Build, maintain and share in-depth knowledge
    • Build a network of partners (associations, distributors, agents) in the assigned territory
    • Work with distribution partners and agents in driving new sales opportunities
    • Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory.
    • Key expert on engineering / geoscience research workflow, being able to bring global references to customers in territory
    • Stay abreast of development in field and market segment, and share with Elsevier
    • Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives
 
To be successful, you’ll bring with you
 
  • Passion to excel in the “hunt” for new business – Go Getter
  • A degree in engineering (chemical engineering or material sciences will be preferred) and be confident to converse with engineers, researchers and geoscientists
  • Experience selling to or working with engineering and geoscience researchers
  • Previous experience in using CRM system (salesforce.com)
  • Proven new-sales track record in competitive environments (minimum of 5 years)
  • Background in complex solution-sales approach - “consultative selling” “value-based selling”
  • Excellent analytical and listening skills
  • Strong communication (verbal and written) and presentation skills; fluency in English
  • Experienced in working in an international matrixed organization
  • Self-Starter
  • Frequent travel required (60%) – domestic and international

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