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 Clinical Solutions
Health System Sales Executive, Clinical Performance
We're looking for motivated, action-oriented, self-starters to sell our portfolio of enterprise information solutions to hospitals/health systems, healthcare providers, including physicians, nurses and pharmacists.
Elsevier is the leading provider of medical information in the world. In fact, we provide over 25% of the world's clinical content, and serve over 20 million healthcare professionals. Clinical Solutions is uniquely positioned to help our customers achieve success. We have a clear mission to use our evidence-based content to deliver better outcomes for patients. Across a complex care continuum and a diverse spectrum of care providers and patients, Elsevier offers solutions and services that help customers utilize and integrate content to improve professional practice, reduce care variability, engage patients and promote a culture of quality, safety and satisfaction - optimizing care delivery, the patient experience and financial outcomes.
Purpose of the Role:
The Health Systems Sales Executive will be charged with identifying new business opportunities at Health Systems, Hospitals and Medical Schools within the region to sell our Elsevier Clinical Performance Solutions. The sales executive will be responsible for partnering with the top accounts in the territory, calling on c-suite decision makers to create a value proposition for use of Clinical Performance products. 80% of the time will be spent generating new sales and closing new contracts, as well as upselling new solutions to existing customers. The additional 20% of the time will be spent renewing major contracts which are ending. This is a fieldbased role; candidates will work from their home office and travel to client locations as required, approximately 50% of the time, depending on the territory.
The Clinical Performance Health System Sales Executive will represent the following products:
Clinical Reference Suite: Elsevier's flagship product, our Clinical Reference Suite is designed to answer clinical questions for practicing physicians, nurses and pharmacists at the point of care. It includes three different modules:
ClinicalKey is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.
ClinicalKey for Nursing is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.
Clinical Pharmacology powered by ClinicalKey empowers healthcare professionals to deliver the best care and patient safety by providing the fastest access to the most current, accurate and clinically relevant drug information and trusted evidence to make sound medication decisions.
Performance Management Solutions: Used to track training and knowledge acquisition, these solutions help develop and maintain a high performing team, which ensures consistent top performance in patient care and administrative management through evidence-based interactive training. Products include the following:
Elsevier Clinical Skills (formerly Mosby's Skills) enables organizations to standardize education and manage competency among their nurses, therapists and other health professionals. By combining over 1,300 evidence-based skills and procedures with competency management functionality, it helps ensure that knowledge and skills are current and reflective of best practices and the latest clinical guidelines.
Clinical eLearning: Clinical eLearning provides authoritative online education to support clinical practice and the development of nurses and other health professionals. Organizations can reduce care variability and improve patient outcomes by delivering accessible, evidence-based educational content that supports practice improvement, orientation of new clinicians and continuing education for experienced clinicians. Elsevier has leveraged its long history of relationships with key associations into exclusive development partnerships to harness industry expertise, authority and credibility. A sampling of our development partners include AACN, ENA, ANPD and SPN. Our expertise and process has earned us the reputation as the premier clinical e-learning provider in the industry.
The specific responsibilities associated with the position are as follows:
Identify, qualify and close opportunities at Health Systems, Hospitals and Medical Schools to drive new business growth of the Clinical Performance portfolio in assigned territory
Maintain existing book of business by renewing all major contracts, during the last year of the agreement
Create, update and utilize a territory business plan identifying key renewal, upsell and new business prospects
Establishes credibility and builds relationships with multiple department heads, key decision makers and influencers at hospitals, including C-suite
Build and maintain a pipeline of at least 4x quota with qualified opportunities, and effectively move them through the selling process via CRM
Develops accurate forecasts of new business opportunities and active renewals
Establishes strong competitive intelligence, by learning everything possible about our competitor's products, strategy, and sales approach in the marketplace
Maximizes revenue generation for the company by identifying multi-product, portfolio opportunities, and collaborates with peers to team sell
Establishes strong internal relationships with key internal stakeholders, including peers, Sales Operations, Product Management, and Marketing personnel
Demonstrate ability to work collaboratively with various functional areas in matrixed organizations, as well as with external stakeholders
Accountabilities and Performance Measures:
Achievement of new and renewal quotas
Creation and replenishment of a robust pipeline of qualified opportunities
Continuous updating of all sales activities in the CRM system
Accurately forecasts new sales and renewals
Provides tactical support of strategic objectives defined by executive management and Sales leadership
Reports to Clinical Performance Sales Director
You should have a proven track record of success from B2B sales, strong technology solution selling experience; healthcare experience is preferred
5+ years of sales experience in competitive environments
Proven track-record of success in prospecting & closing new business, leading to consistent quota achievement
Demonstrated experience with "Consultative Selling" to identify and solve customer problems
Experience selling technology solutions in a complex B2B/healthcare environment, with multiple influencers and decision makers
Demonstrated ability to accurately forecast new business opportunities and renewals
Excellent analytical and problem solving skills
Strong organizational skills to identify develop and manage opportunities
Knowledge of regulatory environment in healthcare is a plus
Strong communication (verbal and written) and presentation skills; fluency in English
Highly resourceful self-starter, and must project a positive attitude
Ability to effectively influence various non-reporting functions in a matrixed business structure
Demonstrates a strong work ethic and sense of urgency
Able to travel as necessary, estimated to be 40% overnight
BS/BA or equivalent experience, MBA desired
Competitive salary, based on experience
Generous commission plan based on performance, which is uncapped
Excellent medical, dental and 401K benefits
All expenses and travel paid
Excellent training program, to aid in a fast start
Numerous online resources to assist with your self-development and career progression
An opportunity to grow and advance within a global organization
Elsevier is an Equal Opportunity Employer
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. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or firstname.lastname@example.org.