Solution Sales Manager (Life Sciences)
Elsevier
Beijing
1天前

Purpose of the Job

The Solution Sales Manager is responsible for new sales of a specific solution portfolio in the territory and linking customer needs to product organization feedback

Key Result Areas and main Activities and Responsibilities

Responsible for New sales

  • Achievement of new-sales, including expansion sales (upsell), revenue growth targets of portfolio in territory
  • Create and execute on the solution / product penetration plan in territory. Align territory and account solution portfolio plan with holistic territory / account plan
  • Develop a strong understanding of competitor landscape and be able to successfully position against these
  • Negotiate and close contracts for new sales
  • Segment application

  • Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific
  • Overall subscription base growth

  • Successful transition of ownership of the account / agreement to AM & CC, ensuring total growth on total base of the portfolio
  • Build, maintain and share in-depth knowledge

  • Key expert on the competitor : knows everything about the competitors’ business, strategy and sales approach in territory
  • Key expert on specific research workflow (for solution portfolio), being able to bring global references to customers in territory
  • Stay abreast of development in field and market segment, and share with Elsevier
  • Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives.
  • Drives for results

    Technical and Professional Expertise

    Collaboration and Teamwork

    Technical and Functional Competencies

  • Sales prospecting skills
  • Negotiations skills
  • Communication and presentation skills both written and spoken
  • Domain knowledge
  • Resilience
  • Education, Knowledge, Skills and Experiences (and any other requirements)

  • Proven new-sales track record in competitive environments (minimum of 5 years)
  • Background in complex solution-sales approach - consultative selling
  • Excellent analytical and presentation skills
  • Strong communication (verbal and written) and presentation skills; fluency in English
  • Experienced in working in an international matrixed organisation
  • Self starter
  • Frequent travel required (40%)
  • Specific for Engineering Portfolio

  • Experience selling to or working with engineering, material sciences, geoscientists research
  • Masters in engineering or material sciences
  • Specific for Life Sciences Portfolio

  • Masters in chemistry, biology, pharmaceutical sciences, or bioinformatics
  • Experience selling to or working with chemistry, biology, pharmaceutical, or bioinformatics disciplines
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