RELX Group Regional Solution Sales Dir in Singapore, Singapore

Regional Solution Sales Dir

Description

Regional Solution Sales Director - Life Science

Are you a strong leader, a good mentor and coach, with a strong business sense and the ability to forecast major shifts? Are you an expert in your industry who understands what drives demand in your market?

We would like to meet you!

We are currently looking to recruit a strong manager who is responsible for current year new sales and long-term revenue growth of the Life Science Solutions portfolio business in the territory and managing an enthusiastic and dedicated sales team (8 people)

You need to partner with C-level relationships and consult them on strategies and influence them positively to grow the revenue and brand of Elsevier. You will need to initiate and manage strategic partnerships within key global organizations. Together with your team you will be responsible to maximize the service, execution and renewal of the Elsevier products.

The position needs to be based in APAC and you will report to the VP Life Science Solutions

Working together

The Life Science team focusses on addressing the needs of Heads of chemistry, biology, life sciences research labs or departments. The key solutions that we are selling are Reaxys, Pathway Studios, Embase and Quosa for various use cases. This is a 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 prospects wishes. The team works with a good team spirit, collaborates and likes to keep each other sharp. You will work in a matrixed sales environment with peers who collaborate to drive world class sales execution that exceeds the customers’ expectations.

Your responsibilities

  • Act as a leader and coach to the team

  • Lead by example; manage change (effectively implement global initiatives in region)

  • Responsible for total portfolio specific sales in territory (strategy, market Intel, planning, execution)

  • Set and execute an effective Sales Strategy in country and region. Develop territory plans to achieve goals and exceed targets.

  • Achievement of revenue goals for specific solution portfolio in territory

  • Link sales organization with the portfolio product and marketing organization. Influence product and marketing execution to advance sales.

  • Expert on competitors in the territory (product portfolio and landscape).

  • Develop and maintain product champion relationships in the regions - decision makers, influencers and partners

  • Seen as a thought-leader for the solution area

  • Is an active contributor within the research domain in the territory (e.g. societies)

  • Required to participate/present at customer events

  • Effectively hire, coach and develop and retain people

  • Fully understand and utilize Elsevier sales tools (e.g. sales compensation plan, pipeline dashboards, etc.) to drive sales behavior

What you should bring

  • Proven experience in successfully leading sales teams made-up of varying seniority, skills and knowledge (minimum of 5 years)

  • Scientific Master degree in combination with an MBA would be a plus

  • Proven Influencing and consultative selling skills to customer VITO's

  • Excellent Communication skills, both written and spoken

  • Demonstrated Project management skills and ability to coordinate multiple simultaneous projects and stakeholders.

  • High level of technical knowledge is strongly preferred, must have technical knowledge adequate to communicate with customers effectively.

  • Excellent Analytical Skills and demonstrated ability to turn analytical data into conclusions and recommendations for key customer leadership

  • 2 - 3 years of Science or researcher, IT/ Engineering or Life Science background (can be in academia) is a plus

  • Senior level person (gravitas), with sales experience at executive levels (minimum of 3 years)

  • Preferred experience and knowledge of specific solution areas (competitive)

  • Background in complex solution-sales approach - “consultative selling” (minimum 3 years)

  • Strong communication (verbal and written) and presentation skills; fluency in English

  • Experienced in working in an international matrix organization

  • Self-starter

  • Frequent travel required (50%)

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 and renewals achieved

  • 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

  • Sales Academy offering as per your defined Learning Path

  • Miller Heiman account and opportunity planning training

  • Competitive Selling

  • Portfolio Center of Excellence

  • Numerous training, coaching and e-learning modules for long term job opportunities and development

Job Sales

Primary Location AP-SGP-Singapore

Schedule Full-time

Employee Status Regular

Closing Date (Period for Applying) - External Ongoing

Req ID: RES000K0