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Marketing Development Director
RELX Group
New York, NY, United States
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1. Contributes to country and account plans to define revenue growth paths by identifying key organizations and their influencers, as well as regional growth drivers. Contributes to evidence-based, bottom-up (account-insights) country Sales & Regional Marketing plans that achieve these growth paths.
2. Conducts pipeline analysis, custom data analysis, and deal support to ensure the regional plans are achieved. Analyzes runway and supports Marketing Development team in prioritization of pipeline driving activities.
3. Contributes to customization of global audience- and solution-focused messaging according to the needs of the region, and to the success of regional campaigns. This includes support for high risk / high priority / high opportunity accounts and consortium.
4. Tracks the Early Warning System (NPS with usage metrics) within the region, ensuring targeting of all key organizations and appropriate RSS actions.
5. Contributes to ensuring that necessary collaborations are in place to achieve regional growth paths, and leverages appropriate collaborations and partnerships across all audiences to help achieve aims – particularly with Regional Marketing and Sales teams.
6. Identifies the key events in the region where Elsevier presence is necessary and, if the desired events are not available, proposes that appropriate events are developed by Elsevier
7. Manages regional team of Marketing Development managers to optimize cross-team collaboration and effectiveness
Main Activities and Responsibilities
Regional revenue growth paths
1. Contributes to the development and implementation of strategic plans that achieve revenue growth targets in the region, and other desired outcomes. These plans should ensure both retention of the existing customer base, as well as expansion of the customer base, and cross-sell of existing customers to other solutions within and between solution portfolios
2. These strategic plans are strongly evidence-based, and in addition to drawing heavily on analytics they leverage local knowledge of key countries, key organizations and their influencers, customer insights and regional growth drivers. Contributes to account-based marketing, and works closely with Sales Enablement to customize value stories for key accounts
3. Conducts pipeline analysis, custom data analysis and deal support for runway, thus contributing to new business
4. Tracks the Early Warning System (annual NPS combined with usage metrics) and ensures that it is targeting all key accounts, and stakeholders across audiences in those accounts. Regularly ensures that appropriate action has been taken by RSS to follow up where necessary
Regionally-customized content
1. Customizes the global messaging developed by audience- and solutions-marketing according to the needs of the regional audience.
2. Supports RSS and Sales Enablement in targeting high risk / high priority / high opportunity accounts in the region
3. Conducts regional customer research e.g. attends key events as a way to collect regional intelligence, and feeds this information back to Regional Marketing, Sales, Audience, and Solutions Marketing for enhancement of the messaging frameworks
Education, Knowledge, Skills and Experiences
• Bachelors or Masters
• 5 years of marketing experience
• Excellent communications and persuasion skills – both spoken and written. Native English speaker
• Senior presence and presentation/public speaking ability
• Experience in leading a diverse international team with global stakeholders
• Strong people management skills
• Experience customizing global messaging frameworks to take into account regional situation, and effectively deliver desired outcome
Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on ClinicalKey to get critical information that can save lives. 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.