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Solution Sales Manager
Elsevier
New York, NY, United States
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Elsevier is seeking an eBook Solution Sales Manager to join it's growing sales team. The ideal candidate must have experience selling new solutions to academic institutions, managing a book of business and ensuring strong renewal growth and upsell.
The SSM is a critical team member responsible for driving new sales with both new and existing customers while ensuring renewal growth and retention within our eBook product portfolio. You would work closely with the Account Management team to engage in opportunities with support of the team. As part of the global eBook sales team, the SSM would report directly to the Director of North American eBook Sales.
Elsevier is the largest provider of scientific books and journals in the world. Our Academic eBooks division sells an ever increasing list of titles into academic, government and corporate accounts. This position will sell a digital library of eBook content across disciplines with a focus on academic institutions within our Midwest region.
Your responsibilities:
• Negotiate and close contracts for new sales achievement, including expansion sales (upsell), to meet the revenue growth targets of Elsevier’s eBook portfolio.
• Create and execute an account strategy plan for the territory in collaboration with the Account Management teams.
• Develop a strong understanding of competitor landscape and be able to successfully position Elsevier eBooks.
• Develop a deep understanding of the relevant customer segment into which the solutions are sold.
• Successful collaboration with the Account Manager & Customer Consultant ensuring growth on total base of the portfolio.
• Establish, understand and maintain various levels of customer contacts together with an ability to assist in the expansion of awareness and usage by end users.Stay abreast of developments in market segments and share with internal stakeholders.
• Provide continuous feedback to product and marketing teams to help meet strategic sales objectives and enhance Elsevier eBook solutions.
• Key expert on specific research workflow (for eBook solution portfolio), being able to establish, maintain, and bring global references to customers in the territory.
Our requirements:
• Proven new-sales track record in competitive business to business or academic environment.
• Minimum 5 years of experience in intangible sales; experience within higher education is a plus.
• Background in complex solution-sales approach - “consultative selling”.
• Excellent analytical and presentation skills.
• Strong communication (verbal and written) and presentation skills; fluency in English.
• Experienced in working in an international matrix organization is helpful.
• Experience working with CRM to track sales activity; strong proficiency in Microsoft Office Suite (Word, Excel and PowerPoint).
• Self-starter and a positive attitude are a must.
• BS/BA required, Masters is a plus.
• Frequent travel required (40%).
We offer:
• Competitive salary dependent on experience.
• Generous commission/bonus plan based on performance.
• Excellent medical, dental and 401K benefits.
• All business expenses and travel fully paid.
• Excellent hands-on training program and a team to support you.
• Numerous online resources to assist with self-development and career progression.
• Opportunity to advance within a truly global organization with many divisions worldwide.
Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers.
Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, more than 35,000 e-book titles and many iconic reference works, including Gray’s Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries.
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.