RELX Group Solution Sales Manager - Research Intelligence Russia & Iran region in Moscow, Russia
Solution Sales Manager - Research Intelligence Russia & Iran region
Location: Moscow, Russia
The game of sales is a challenging one. You are born with the natural ability to sell and eager to contribute to our Global Sales division! Within our Global Sales division, in the area of Research Intelligence, we are currently looking to recruit a Solution Sales Manager who is responsible for new sales of a specific solution portfolio across segments in the Russia region (Russian Federation, Ukraine and Belarus) and Central-Asia region, linking customer needs to product Solutions. Take on the challenge to hunt for this vacancy!
The Solution Sales Manager (SSM) drives new sales (new customers and cross-sell) for the products in his or her portfolio. In order to be successful, the SSM will know everything about their competitors in their region.
The SSM is the main team member responsible for driving new sales for a specific portfolio in the territory. The SSM successfully transitions the account to the Customer Consultant after closing the sale to ensure adequate implementation and adoption of the solution at the account. Close cooperation with the Customer Consultant (CC) and the Account Manager (AM) is key to drive upsell and cross-sell opportunities.
The Research Intelligence team focusses on addressing the needs of the research offices within Universities and research institutions as well as answering keys decision-makers questions from funding bodies and governmental organisations. The key solutions that we are selling are SciVal, SciVal Analytics, Pure and Scopus for various use cases. This is a rapidly growing market in which the prospects are gradually gaining more experience and interest. Competition is present but Elsevier‘s solutions are superior and more comprehensive, providing us with an edge when trying to fulfill our propects wishes. The Research Intelligence team works with a good team spirit, collaborates and likes to keep each other sharp: you will be highly supported in your endeavors but also challenged as we always try to do better. Hard work and passion will be your daily way of life and you will bring your stone to the edifice. A place to be successful.
More info about the products can be found via: http://www.elsevier.com/online-tools/research-intelligence
You will report to the Regional Director Research Intelligence Russia, Central Eastern Europe & Turmeca based in Amsterdam and the position needs to be based in Moscow, Russia. The territory covered is the Russia and Iran.
Achievement of new-sales including expansion sales at existing clients, revenue growth targets of the Research Intelligence portfolio in your territory. Create and execute on the Research Intelligence penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
Develop a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific. Develop a strong understanding of the competitor landscape and be able to successfully position against these
Accurate pipeline management and forecasting. Negotiate and close contracts for new sales
Successful transition of ownership of the account/ agreement to AM & CC, ensuring growth on the total base of the portfolio
Key expert on specific research management workflow, being able to bring global references to customers in territory
Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives. Channel feedback to the Product organization for continued product enhancement and new development needs, including for customized solutions
What you should bring
University degree. MBA is a plus
Minimum of 5 years’ proven new-sales track record in competitive environments, preferably in the software/business applications industry. Proven experience in complex solution-sales approach - “consultative selling”
Strong pipeline management and forecasting skills
Experience working in or with research administration and/or management/implementation consulting functions
Working knowledge of the Elsevier RI solutions Scopus, SciVal, Pure is a plus
Excellent analytical skills
Knowledge of bibliometrics, research performance evaluation, university research administration and/or IT is a plus
Science background is a plus
Strong communication (oral and written) and presentation skills. Fluency (oral and written) in Russian and English.
A passion for closing deals
This job requires frequent travelling to diverse locations within your territory (around 50%) and occasionally to Elsevier’s headquarters in Amsterdam.
What we offer
We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive.
Variable compensation driven by new-sales revenue performance vs targets for the year
Flexible working arrangements
Additional benefits, like memberships of Elsevier’s magazines, discount on books and other facilities
Several local and global networking communities to share best practices and knowledge
Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, healthcare and protect the environment.
Elsevier Sales Academy offering as per your defined Learning Path
Franklin Covey consultative selling
Portfolio Center of Excellence
Numerous training, coaching and e-learning modules for long term job opportunities and development
An assessment or business case could be part of our selection procedure. Please be aware that we request references and a copy of your diploma in the offer stage.