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
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