Regional Solutions Sales Manager, Digital Commons

Relx Group New York , NY 10007

Posted 5 days ago

We are looking for a sales leader to drive the growth for Elsevier's industry-leading institutional repository (IR) platform Digital Commons, in its core market of North America. The Regional Solutions Sales Manager (RSSM) will be responsible for new business in North America, leading the North America sales team as it expands and transforms in partnership with Elsevier.

Digital Commons is the leading hosted IR in North America, used by over 500 institutions to showcase all the digital materials produced by their faculty and students including scholarly papers, graduate theses, conferences, journals, books, research data, creative arts, multimedia, campus documents, and university archives.

This role has direct responsibility of a team of 5 SSMs (solution sales managers). The position will report to the Global Sales Director for Digital Commons, within the Elsevier Research Intelligence sales organization.

Main Activities and Responsibilities:

Develop an effective regional sales organization

  • Effectively coach, develop, and retain people

  • Lead by example; manage change

  • Fully understand and leverage sales tools and training

  • Effectively partner with stakeholders across Elsevier to support sales execution

  • Provide coaching and development to ensure quota attainment and continuous improvement among sales representatives

Achieve revenue and growth objectives

  • Responsible for total new sales in territory (strategy, market intel, planning, execution)

  • Set and execute an effective Sales Strategy in country and region. Develop territory plans to achieve goals and exceed targets.

  • Be agile in responding to market shifts and able to uncover and exploit new opportunities in new markets and new segments.

  • Link sales organization with the portfolio product and marketing organization. Influence product and marketing execution to advance sales.

  • This role is responsible for new business reporting and forecasting within the region.

Day to day sales operations

  • Lead and manage 5 field sales representatives in North America

  • Analyze and report on sales performance versus target and pipeline health

  • Leverage KPIs to understand the drivers of sales performance; recommend organizational and process changes based on insights

  • Manage the territory account planning process

  • Manage departmental overhead budgets with emphasis on T&E

  • Manage compensation and incentive plans

  • Oversee training and onboarding for new hires as well as existing sales staff

  • Capture market intelligence on buying habits, technological requirements and competition; systematically capture structured product feedback

  • Embed tools and resources, such as Salesforce, to optimize sales performance

Representative of Elsevier

  • Develop and maintain product champion relationships in the regions - decision makers, influencers and partners

  • Seen as a thought-leader for the solution area

  • Required to participate/present at customer events

Education, Knowledge, Skills and Experiences

  • Proven experience managing and growing sales teams and implementing strategies that drive achievement of corporate objectives (minimum of five years)

  • Senior level person (gravitas), with sales experience at executive levels (minimum of 3 years)

  • Background in complex solution-sales approach - "consultative selling" (minimum 3 years)

  • Proven abilities in forecasting, planning, reporting, and controlling budget

  • Experience and knowledge of libraries, publishing, and trends in scholarly communications

  • Teamwork and ability to work with/lead teams; ability to build relationships and network across teams

  • Experienced in working in an international matrixed organization

  • Self-starter

  • Strong analytic skills; clear and persuasive written and oral communication; fluency in English

  • Frequent travel required

  • Undergraduate degree required; MBA or Graduate degree a plus

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Regional Solutions Sales Manager, Digital Commons

Relx Group