This job has expired, please see additional jobs below
Vice President, Trade Channel
Elsevier
St Louis, MO, United States
Job Details - this job has expired, please see similar jobs below
The VP, Trade Channel is responsible for developing, evolving and implementing sales, marketing and account management strategy across all trade segments (such as Amazon, Google, Apple, Barnes & Noble, Follett). He/she will design and oversee optimal department structure, drive sales, strategic partnership and account management processes, build a cogent channel strategy, maintain strong business partnerships, and oversee sound individual and departmental performance measures. This person will lead the effort for new distribution partnerships that will enable us to achieve sustained profitable growth relative to the competitive market and consistent with company objectives.
Includes:
• Budget commitments of ~68M across NHE, CS, RS
• Leading and coordinating execution of our product and channel mix optimization
• Driving a data and analytics driven approach to customer engagement inclusive of capabilities and structure definition and reorganization as needed
• Developing an informal center of excellence in customer-facing commercial data analytics
• Global distributor management for optimal Elsevier-level benefit (with MD EMEALAAP Education)
Key Result Areas
Main Activities and Responsibilities
General Management - Ensure optimal department structure, incentives, and strategies to achieve business objectives.
Translate division business strategy into measurable product and channel mix, and customer engagement, goals. Monitor performance against plan, oversee budgets and financial tracking. Work closely with sales, marketing, product, content and finance to develop and execute strategies that will focus on increasing revenue and customer engagement and providing consistent data to understand key levers in the channel. Transition current organisation into new structure and transition new skills and expertise into business as required.
Business Development - Play an important hands-on role in developing strategic partnerships and programs with key customers.
Model strong c-level engagement and partnership building capabilities.
Develop large-scale partnerships with key partners that leverage Education’s content, customer and application assets.
Drive incremental and transitional revenue and product mix goals, and direct customer engagement.
Establish critical customer relationships based on strategic market leadership goals and grow those relationships (e.g. develop and grow strategic partnerships and programs with Amazon, Walmart, etc.). Provide leadership to staff on improvement strategies. Retain negotiating power with distributors.
Product and channel execution - Optimize business model mix, forecasting and planning new business model development to respond to market trends and opportunities.
Recommend and develop (with Pricing & Strategy) pricing and business models innovation.
Address evolving industry demands while meeting revenue and profit goals.
Address secondary markets, especially rental and counterfeit.
Develop ongoing test strategies that isolate opportunities to drive sales and/or transition customers to our own channels.
Work with Pricing to dynamically identify and manage price elasticity opportunity.
Global distributor management -Develop strategy and execution plan to expand impact and effectiveness and drive incremental revenue and profit contribution, and strategic spend.
Develop working group and practices to oversee global distributor governance, inclusive of price, discount, currency and incentives management and oversight; ensure rollout of territory specific purchasing agreements and the new returns policy globally; develop anti-counterfeiting strategy and execution plan; build global sales ops capability to provide data driven oversight on purchasing at a global customer and ISBN level to drive down arbitrage losses
Data Analytics- Guide development of analytic expertise to support recommendation development.
Govern and guide development of a center of excellence on customer-facing data analytics to inform pricing, promotion, customer engagement, product development and customer marketing programs. Ensure data analytics are applied to
• on and off-site customer conversion strategies (A/B testing especially)
• to pricing and promotion tracking and evaluation (including YTD, YOY trends, in and cross-channel; regression analysis, A/B testing support, statistical significance etc.)
• competitive price tracking (average prices per segment, and format across customer and channel).
• strategic analysis of customer, ISBN and aggregated financial reporting
Direct and Indirect Campaign Marketing*- Translate product/channel mix strategies into marketing execution
Provide governance and guidance to product and marketing teams as they develop promotional campaigns, marketing campaigns, and cross promotional activities. Ensure data analytics driven iterative process to provide better understanding of program impact & effectiveness to drive strategic planning and spend.
• work with product management to test and drive in-product marketing
• work with Amazon brand manager to ensure proper placement and positioning in new Amazon Stores.
• work with B&N and Follett to drive optimal placement and positioning.
Account & Inventory Management - Provide oversight to staff responsible for day-to-day account management for key customers.
Mentor staff on day-to-day operational/account relationship management to ensure proper strategic partnership focus, inventory stocking levels and metadata distribution. Define annual sales quotas, assigning territories and accounts to account managers in order to achieve agreed revenue targets within an allocated budget and maintain competitive advantage. Conduct monthly sales planning meetings and telephone conferences to review sales activity, sales results and other related issues.
Financial Forecasting and Management - Drive excellence in financial performance and ensure accurate information is generated to aid in forecasting activities.
Work with distributors to influence, monitor and track OTD and transactional ordering, inventory, and returns. Work with Finance to strengthen forecasting based on OTD and transactional sales, inventory levels and timing of return. Provide monthly reports documenting sales results and forecasts for the remainder of the year. Establish similarly robust transparency, relevance and actionability to e-commerce and customer engagement metrics. Establish and monitor performance metrics to ensure business goals are met.
Annual growth in revenues and operating contribution (profit)
Relative market share and growth
ROI on sales and marketing investments
Partnership development pipeline ($ and # mutual customer engagements)
New business growth
Employee satisfaction and retention of key talent
What you should bring:
• An excellent understanding of the marketing and sales process and interface between sales, marketing, customer service and operations processes as they combine to create the customer experience.
• Able to form a strategic vision for meeting the customer outcome needs with an expansive product and services suite in a dynamic and fast changing market.
• Be a financially astute and technically oriented candidate with outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• A leader with a track record of building teams and strong organizations beneath him or her; experience in leading, restructuring and managing an organization is required.
• Strong cognitive skill set as demonstrated by critical thinking, problem-solving and comprehension. Demonstrated an ability to learn, employ creative thinking and have a high absorptive capacity (recognizing new information, assimilating it and applying it to new ends).
• Strong business skills including business acumen, financial focus and orientation, strong organization of time, people and information.
• Exemplary interpersonal skills including social awareness and judgment, persuasion and negotiation, and relationship-building, collaboration and team-building skills.
• Demonstrated strategic ability to apply systems-level perceptiveness and understanding, innovation and visioning skills, the capacity to display strategic flexibility to dynamic conditions, and managerial wisdom to adapt to variations in the environment and relationships and take the right action at a critical moment.
• Strong manager of talent, providing clarity of expectations, frequent and candid feedback and coaching and development to grow organization's bench strength.
• Strong observation and perceptual skills to anticipate obstacles and assess intended and unintended consequences, recognize personal agendas and motivations, and develop responses that focus on most relevant issues to achieve business objectives.
• Bachelor's degree with MBA preferred.
• Deep understanding of retail, wholesale and distributor environment and customers at all levels
• Deep understanding of consumer marketing environment and customers at all levels
• Strategic thinker, able to resolve complex competing priorities and organizational structure.
• Senior-level experience in different aspects of sales, sales management, marketing; pricing and promotions, and strategic marketing
• Commercial outlook, with understanding of how to pull different marketing and sales levers in B2B and B2B2C information
• Strong empathy with Sales, Marketing and Product Management functions, and proven evidence of working collaboratively to ensure the success of these functions
• Change management experience: evidence of ability to establish or transform teams to step-change performance
• Ability to represent Elsevier in external industry and customer forums
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 Lancetand 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.