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Inside Solution Sales Manager
Elsevier
Dayton, OH, United States
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Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity.
We serve the research, academic and clinical communities through the application of technology and analytics to content. In this way, we empower those communities to contribute to social progress, to enhance human well-being and to share and expand the breadth of human knowledge.
The Inside Solution Sales Manager (iSSM) drives new sales (new customers and cross-sell) for the products in his or her portfolio. To be successful, the iSSM needs to be perfectly proficient on the competitors in their region, budget challenges and opportunities. You will deliver a high daily frequency of customer interactions using phone, Skype, email and other virtual methods. You are expected to identify opportunities as well as build and manage a pipeline that will ensure success at year end. You will establish strong connections with the Account Managers in your region and ensure their focus is on the portfolio you are responsible for. This may require consulting with them as well as owning the sales process from prospecting to closing. The position is office based as part of our Global Inside Sales Center of Excellence
Accountabilities
• Achieves new sales and cross sell revenue growth targets of the assigned product portfolio in territory
• Creates and executes on the portfolio-specific penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
• Collaborates with regional sales teams to develop targeted sales plans for each region and the execution of these plans
• Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific
• Negotiates and closes contracts for new sales
• Successfully transitions of ownership of the account/ agreement to Account Manager
• Understands the competitors’ business, strategy and sales approach in territory
• Provides continuous feedback to product and marketing teams and participates in projects to help marketing in meeting strategic sales objectives.
• Provides channel feedback to the Product organization for continued product enhancement and new development needs, including for customized solutions
• University degree, BS/BA or equivalent experience
• Minimum of 5 years proven new-sales track record in competitive environments, preferably in a business-to-business environment
• Proven experience in solution-sales approach - “consultative selling”
• Proven success in new business prospecting, selling, negotiating and closing skills
• Experience working with research administration and management functions as well as knowledge in regional or national research programs, collaboration networks, and key opinion leaders is desirable
• Excellent analytical skills
• Strong phone, written communication and online presentation skills including the ability to present to an executive level audience
• Fluency, both written and oral, in English
• 'Experienced in working in an international matrixed organization
• A self-starter with lots of energy, enthusiasm and a passion for closing deals
What we offer
Elsevier is the leading provider of scientific, technical and medical information and tools in the world that help our customers improve scientific and healthcare outcomes. We welcome you to a truly global, dynamic and challenging environment offering great opportunities to develop yourself.
• Competitive base salary
• Generous Commission and bonus plan based on performance
• Excellent medical, dental & savings plans
• Excellent hands-on training program and a team to support you
• Numerous online resources to assist with self-development and career progression
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.