The VP, Global Business Development & Partnerships is responsible for creating and managing Elsevier's Clinical Solutions global business development plan for non-traditional channels, including but not limited to health insurance, pharmaceutical and life sciences, employer health and wellness and medical devices. This role will report directly to the Global President, Clinical Solutions.
The product portfolio will include our world class and industry leading referential databases, point of care offerings, workflow solutions, content, data and data analytics, patient engagement materials, and training and performance management solutions.
Partnerships will include outbound reseller agreements, licensing deals and strategic partnerships where the Clinical Solutions products can be leveraged and utilized by other audiences.
Example target segments include:
Bundling of Clinical Solution referential and workflow software solutions which are complimentary and synergistic with global or regional imaging or lab companies.
Distribution of Clinical Solutions products and services for utilization in the prior authorization work done by health insurers.
Partnering with health and wellness companies and employer health companies to distribute patient engagement materials and offerings.
Licensing content and analytics to global online digital companies.
Identifying decision support opportunities for companies in voice recognition technologies, enterprise platforms and other areas where content and decision support can drive engagement.
This is a unique opportunity to drive business expansion into new segments and help us monetize our unique assets and capabilities in new ways, thereby redefining our business scope. We are looking for an entrepreneurial, self-starting individual who would be excited to build a new business revenue stream.
The role would enable the right individual to utilize business development acumen, work alongside experts harnessing the latest technologies, and develop lasting solutions.
Develop and drive the strategic partnership agenda for Clinical Solutions in non-traditional channels, focusing on financial and strategic value to the business; covering product, channel and other types of partnerships
Develop strategic action plans for the global Clinical Solutions business and execute them together with CS Management Team to achieve business objectives and revenue goals
Work collaboratively with global stakeholders across Europe, Asia, LA and NOAM to align and build on local and regional product expertise, GTM insights and strategies
Build partnership pipeline across segments. Prioritize and actively engage with priority targets.
Build partnerships framework and apply to specific deals. Build and structure alliance terms with various concerns to accelerate market penetration
Meet with clients and potential prospects on a regular basis to build and nurture the relationship. Coordinate and support face-to-face customer meetings with senior management and C-Level Executives.
Working with CS marketing, develop integrated marketing campaigns focused on target market segments to generate awareness of the global CS Alliance Program and create leads for the same.
Determine the scope of partnerships in terms of customer segments, solutions and data/contents involved as well as clear definition of win-win.
Develop business model with partners for internal approval, negotiation of commercial terms with partners and ensuring alignment with the CS MT and Sales for implementation to minimize channel conflicts
Provide in-house consultancy to functional leaders, provide market intelligence and data to sharpen strategic point of view, make connections with potential partners, facilitate customer meetings, consult on business cases and provide input to financials.
Undertaking or participating in local/regional/global projects that carry strategic significance to CS business including but not limiting to JV, M&A, BONI related initiatives.
Represents ELS/CS Management at events as participant or speaker to promote value of Elsevier.
Required Skills, Experience and Education:
Ideal candidates will have a strong track record of identifying and driving revenue generating alliances, specifically via engagement with C-level individuals in Health Care Markets.
Minimum 5 years professional experience in strategy, business development & partnership or management roles
Relevant and substantial experience in the alliances development that entails a solid understanding of content and/or data-driven products, economic models and technology and the strengths and weaknesses of each provider.
Functional expertise in market planning and/or strategy development is required; a solid understanding of marketing and sales issues surrounding a content-based product set, and relevant M&A/corporate development experience
Strong overall business skills - including strategic planning, competitive assessment, product development, corporate development and pricing are critical.
Excellent communication and negotiation skills; familiar with complex commercial and contract negotiation
Proven ability to successfully lead and manage by influence within a highly complex and matrixed organizational structure.
Must have experience shaping and closing a variety of opportunities including a relevant mix of program types, complexities, products, technologies and customers
Ability to be face of organization at conferences, speaking engagements. Excellent skills in presentation and visualization tools as well as data management and analytic tools
Maintain collaborative atmosphere by sharing input and ideas received from prospects and customers.
Bachelor's degree required, MBA preferred
Schedule flexibility necessary and occasional travel required.
Competitive salary commensurate with experience
Generous annual bonus plan based on performance
Excellent medical, dental and 401K benefits
An opportunity to grow and advance within a truly global organization
Elsevier is a division of the RELX Group. For the first time, RELX Group has been named by Forbes as one of the World's Most Innovative Companies. You can see the list here: https://www.forbes.com/innovative-companies/list/#tab:rank
The inclusion of RELX Group is recognition of the priority given by the company to innovation. The company employs 8,000 technologists and invests about $1.3bn a year in information technology. Increasingly, we are deploying advanced analytical tools such as machine learning and natural language processing to help our customers make better decisions, get better results and be more productive.
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.