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Solution Sales Manager - Research Intelligence Russia & Iran region

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Sales
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Elsevier
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The game of sales is a challenging one. You are born with the natural ability to sell and eager to contribute to our Global Sales division! Within our Global Sales division, in the area of Research Intelligence, we are currently looking to recruit a Solution Sales Manager who is responsible for new sales of a specific solution portfolio across segments in the Russia region (Russian Federation, Ukraine and Belarus) and Central-Asia region, linking customer needs to product Solutions.  Take on the challenge to hunt for this vacancy!


The Solution Sales Manager (SSM) drives new sales (new customers and cross-sell) for the products in his or her portfolio. In order to be successful, the SSM will know everything about their competitors in their region.


Working  together!

The SSM is the main team member responsible for driving new sales for a specific portfolio in the territory. The SSM successfully transitions the account to the Customer Consultant after closing the sale to ensure adequate implementation and adoption of the solution at the account. Close cooperation with the Customer Consultant (CC) and the Account Manager (AM) is key to drive upsell and cross-sell opportunities.

 

Your division/department/area/region

The Research Intelligence team focusses on addressing the needs of the research offices within Universities and research institutions as well as answering keys decision-makers questions from funding bodies and governmental organisations. The key solutions that we are selling are SciVal, SciVal Analytics, Pure and Scopus for various use cases. This is a rapidly growing market in which the prospects are gradually gaining more experience and interest. Competition is present but Elsevier‘s solutions are superior and more comprehensive, providing us with an edge when trying to fulfill our propects wishes. The Research Intelligence team works with a good team spirit, collaborates and likes to keep each other sharp: you will be highly supported in your endeavors but also challenged as we always try to do better. Hard work and passion will be your daily way of life and you will bring your stone to the edifice. A place to be successful.

 
More info about the products can be found via: http://www.elsevier.com/online-tools/research-intelligence
 

You will report to the Regional Director Research Intelligence Russia, Central Eastern Europe & Turmeca based in Amsterdam and the position needs to be based in Moscow, Russia. The territory covered is the Russia and Iran.

Your responsibilities

  • Achievement of new-sales  including expansion sales at existing clients, revenue growth targets of the Research Intelligence portfolio in your territory. Create and execute on the Research Intelligence penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
  • Develop a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific. Develop a strong understanding of the competitor landscape and be able to successfully position against these
  • Accurate pipeline management and forecasting. Negotiate and close contracts for new sales
  • Successful transition of ownership of the account/ agreement to AM & CC, ensuring growth on the total base of the portfolio
  • Key expert on specific research management workflow, being able to bring global references to customers in territory
  • Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives. Channel feedback to the Product organization for continued product enhancement and new development needs, including for customized solutions

What you should bring

  • University degree. MBA is a plus
  • Minimum of 5 years’ proven new-sales track record in competitive environments, preferably in the software/business applications industry. Proven experience in complex solution-sales approach - “consultative selling”
  • Strong pipeline management and forecasting skills
  • Experience working in or with research administration and/or management/implementation consulting functions
  • Working knowledge of the Elsevier RI solutions Scopus, SciVal, Pure is a plus
  • Excellent analytical skills
  • Knowledge of bibliometrics, research performance evaluation, university research administration and/or IT is a plus
  • Science background is a plus
  • Strong communication (oral and written) and presentation skills. Fluency (oral and written) in Russian and English.
  • A passion for closing deals

This job requires frequent travelling to diverse locations within your territory (around 50%) and occasionally to Elsevier’s headquarters in Amsterdam.

 

What we offer

We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive.

 


Variable Compensation

  • Variable compensation driven by new-sales revenue performance vs targets for the year
  • Flexible working arrangements
  • Additional benefits, like memberships of Elsevier’s magazines, discount on books and other facilities
  • Several local and global networking communities to share best practices and knowledge
  • Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, healthcare and protect the environment.
Trainings
  • Elsevier Sales Academy offering as per your defined Learning Path
  • Franklin Covey consultative selling
  • Portfolio Center of Excellence
  • Numerous training, coaching and e-learning modules for long term job opportunities and development

An assessment or business case could be part of our selection procedure. Please be aware that we request references and a copy of your diploma in the offer stage.

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