Act as the "voice of the Life Sciences audience" globally within Elsevier and to the market, identifying and translating customer needs into value-centric practical marketing programs to drive growth. Responsible for effectively reaching and engaging on value with the key buyer audiences in the Pharma and Biotech priority industry segment, as well as the Medical Device and Diagnostics industries, to drive growth across the product portfolio.
Priority products within the portfolio include ScienceDirect, Scopus, Reaxys, as well as the remainder of solutions in the Life Sciences portfolio (e.g. Embase, PharmaPendium, etc.).
Responsible for executing on the Life Sciences segment marketing plan and plan deployment, with a focus on awareness and thought leadership, lead generation, and sales enablement for the portfolio of products in the Life Science industry. Drive consistency and buy-in across the internal matrix of marketing and sales colleagues to develop shared objectives on marketing and selling on value, and manage clear contributions from each team to the plan. Key deliverables:
Prioritize and engage industry communities for the purposes of securing input into the evidence-base value messaging, validating and evolving messaging, exerting influence and developing advocates while identifying placement opportunities.
Customer-specific sales enablement to ensure optimal engagement of sales colleagues in growing the portfolio of products primarily in the Pharma and Biotech industry, and where warranted for the medical device and diagnostics industries. Ensure that programs focus on customer value within industry use cases or horizontal use-case "themes" and drive cross-sell to other solutions wherever possible.
Collaborate with program delivery & marketing effectiveness and operations teams to assess and deploy improvements to the design of lead generation, cross-sell, and renewal digital programs using the customer lifecycle marketing approach for the right message to the right buyer at the right time.
Key Success Measures:
1.Fosters a spirit of collaboration and a shared vision for success within the organization and with customers.
2.Marketing Sourced Revenue from Life Science industry segments/customers, which includes the dollar value of all closed deals that originated from marketing channels. Specific responsibilities include: Responsible for thought leadership program in support of demand generation; Leads and manages social media efforts for the portfolio, including pharma.elsevier.com blog.
3.Marketing Influenced Revenue from Life Science industry segments/customers, including the dollar impact of individual account deal support or digital programs containing customized deliverables. Specific responsibilities include: Contributes to fulfilling custom account support requests from sales.
4.Growth in revenue and market penetration within the Life Sciences industry.
5.Increased awareness of Elsevier within the Life Sciences industry as measured by Elsevier.com site traffic (including blog), social media impact / measurement, PR placements and impressions, etc.
6.Growth in customer / market insights and the sharing and application of those insights to our marketing and sales enablement efforts. Specific responsibilities include: Manages all aspects of the Hive program, e.g. recruitment of participants, onboarding, gathering and documenting value stories from participants and transition of the participants to sales when their program participation terminates.
7.Growth in customer satisfaction as measured externally by NPS and internally by solicitation of feedback from key stakeholders in the product and sales organizations.
Marketing Skills Applied in this role:
Determines Segmentation: Identifies market segmentation criteria (including data sources and input) to aggregate customers with similar needs and behavior; Links segmentation strategies to individual customer offerings
Understand the Customer and the Path to Purchase: Relates persona specifications (job roles, needs, pain points) and coaches others on how to position the offering
Develops Messaging: Understands target audiences, buyer needs and value differentiators and ensures linkage to messaging and copy for individual products; target audiences, buyer needs and value differentiators and ensures linkage to messaging and copy for individual products; Creates compelling value stories to address use case and customer needs and applies them to marketing across multiple products/solutions/industries
Develops the Go-to Market Lifecycle Marketing Program: Coordinates with cross-functional project/marketing planning team to support execution; Continually looks for new ways to reach buyers through content and channels
Required Education & Skills
Bachelors or Master's Degree.
Minimum experience of 5-10 years in building a strong knowledge of customer needs, and/or in marketing, with strong digital marketing, social media and PR background.
Proven experience of driving customer-focus within organization.
Proven experience of securing the evidence to be able to take, and of taking, evidence-based decisions.
Strong written and oral communication skills; English language fluency both written and orally.
Self-starter, able to work under pressure, with a pragmatic attitude, who favors doing over talking and holds themselves to a high standard.
Persuasive and enthusiastic about the importance of customer-focus (as opposed to solution-focus) within the organization.
International travel and foreign language experience is of benefit in this multinational role
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. 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.