Regional Account Director, Northeast and Federal Government
About our Team
Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world’s richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes.
About the Role
The Regional Director, Research Sales leads a sales team of Account Managers and is responsible for driving revenue growth across their region. Regional Directors will manage their team to focus on growing Elsevier’s journals and books business through new sales and maintenance / growth of the existing base (renewals and upsell/cross-sell). The role will encompass sales strategic planning and execution, coaching and professional development and delivery of sales results.
The Regional Director is responsible for the current year and long-term growth of overall Elsevier business in the territory. The role must work in alignment with a complex matrix of salespeople and suite of products, with accountability for total revenue within their region.
Pre-sale: Responsible for developing regional sales plans to support revenue goals, including opportunities for growth across journals and books, and managing risks. Provides strategic advice and input into and oversight of AM account plans. Identifies key influencers relevant to meeting growth targets. For Segment 1 accounts and others as directed, joint account planning may be required with the Regional Director, Solution Sales.
Sales: Consults with Account Manager on needs analysis and ensures that they are prepared for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM. Coaches the team to meet bookings and revenue targets, using methods and tools such as Challenger and Clari. Provides ongoing advice and oversight in the region, leads by example in the behaviors and actions.
Post-sales: Ensures that CSM insights are leveraged to negotiate potential new sales and renewal price changes. Works with CSM regional lead to ensure AM/CSM handover is functioning effectively and attends quarterly business reviews of accounts in their region to address issues and capitalize on opportunities.
Renewals: Has overall accountability for ensuring renewals close on time and on budget, ensuring that renewals are managed effectively by Account Managers, and focusing on engaging with customers to discover unmet needs and find opportunities for future growth (cross- and up-sells). Ensures that uncontested renewals are effectively managed by the Renewals Desk and Account Managers as needed.
Responsibilities
Achieving revenue and growth objectives - Responsible for Journals and Books new business and renewals in region (planning and execution against sales targets across the region). Leads key consortium negotiations for their respective solutions in close co-ordination with Regional Account Directors.
Developing an effective regional sales organization- Effectively hire, coach, develop and retain sales talent. Lead by example; manage change (effectively implement and embed global initiatives in region). Fully understand and utilize Elsevier sales tools (e.g. Clari, Challenger) to drive sales behavior. Ensure the right level of account management and drive for excellence through coaching, role-modeling.
Representative of Elsevier - Senior Elsevier representative in the territory; setting Elsevier up as business partner with key customers/stakeholders in the region.
Developing and maintain relationships with key decision makers, influencers and partners in territory. Align strategic planning across Solutions and Research Sales for Segment 1 accounts.
Playing an active role in large/complex commercial negotiations.
Responsible for accurate forecasting and pipeline management, timely reporting, accountable for team adoption of SalesForce
Managing a complex network of internal stakeholders including sales management, pricing authority, finance, product managers, marketing, senior management.
Taking decisions in the long term interests of the business.
Requirements
University Master’s degree or University degree
Proven Negotiation skillsets
Sales experience at senior levels (minimum of 3-5 years)
Able to operate on an operational, tactical and strategic level.
Proven track record selling technology and solutions with experience working in a management role desirable.
Self-motivated and driven.
Proven communication (verbal and written) and presentation skills.
Experienced in working in a global and highly matrixed organisation
People management experience, including demonstrable evidence of coaching and a coaching mindset
Networking at a senior level
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