This job has expired, please see additional jobs below
Solutions Sales Manager West, Research Intelligence
Elsevier
San Diego, CA, United States
Job Details - this job has expired, please see similar jobs below
Are you a sales person that loves Science and is fascinated by research? Do you have experience working with academic institutions? Do you understand research workflow? If so, we’re interested to speak to you.
We’re hiring for a Solution Sales Manager (SSM) who will be responsible for generating new sales of Elsevier’s Research Intelligence products including: SciVal, PURE, and Analytical Services. As the SSM, you will be involved in strategic sales to Directors of Research, Administration, IT and c-level contacts within some of the largest, most prestigious research universities in the country. A SSM sells our line of sophisticated software, information and tools that help universities facilitate an evidence-based approach to the research process. Research Management is an exciting and rapidly developing solution space, and in this position you would join the leaders in the field.
Your Responsibilities:
• Achievement of new-sales, including expansion sales (upsell), towards revenue growth targets of Research Management portfolio in territory
• Create and execute on the Research Management penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
• Collaborate with regional sales teams to develop targeted sales plans
• Develop a strong understanding of competitor landscape and be able to successfully position against them
• Negotiate and close contracts for new sales
• Own and build relationships in the research management offices
• Successful transition of ownership of the account/ agreement to Account Manager & Customer Consultant, ensuring total growth of the portfolio
• Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory
• Key expert in research management workflow, being able to bring global references to customers in territory
• Stay abreast of development in field and market segment
• 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
Our Requirements:
• Proven new-sales track record in competitive environment (minimum of 5 years)
• Proven experience in complex solution-sales approach - “consultative selling”
• Excellent analytical and presentation skills
• Experience working in/or with academia, specifically research administration and management functions would be helpful
• Knowledge of regional or national research programs, collaboration networks, and university administration a plus; knowledge of bibliometrics is helpful
• Strong communication (verbal and written) and presentation skills; fluency in English
• Strong collaborator, experienced in working in an international matrix organization helpful
• Sales prospecting and strong negotiation skills required
• Self-starter and a positive attitude is a must
• Frequent travel required (40%)
We’re offering:
• Competitive base salary dependent on experience
• Generous commission and bonus plan based on performance
• Excellent medical, dental and 401K benefits
• All business expenses and travel paid
• Excellent hands-on training program (currently utilizing Miller Heiman sales and account planning) and a team to support you
• Numerous online resources to assist with self-development and career progression
• Opportunity to advance within an truly global organization
Divisional Overview
Elsevier Research Intelligence solutions answer the most pressing challenges researchers and research managers face, with innovative solutions that improve an institution's and individual's ability to establish, execute and evaluate research strategy and performance. We work in collaborative partnership to meet our client’s specific needs using SciVal tools, the Pure system, rich data assets, and custom Analytical Services. Our solution supports the three primary pillars of strategic research management workflow by providing reliable data and information to facilitate better decision making.
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.