VP Sales Global - Life Sciences

Are you a sales leader with experience delivering growth objectives?
 

Would you like to evolve sales strategy in line with strategic objectives?
 

About our Team
 

Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content. Our portfolio of solutions brings together extensive Scientific, Technical and Medical content, powerful analytics, and technologies. We help our corporate customers, R&D professionals, engineers, scientists and commercial marketing leaders, to innovate and commercialize ideas, products and processes.
 

About the Role
 

In this role, you will lead an international sales force of 40+ professionals delivering annual sales of $100M+. Your top priority will be to significantly accelerate the revenue of our Life Science Solutions (LSS) suite. You will help to lead the change and evolution of our sales approach, providing inspirational leadership to the LSS sales team. Your team will relentlessly focus on the value proposition that demonstrably delivers outcomes within the corporate markets research value chain. Your highly skilled team specialise in field sales management, new sales acquisition, delivering customer success and strategic engagement with senior stakeholders within our largest accounts. You will champion the further development of our data-as-a-service model. You will align with all segment, inside sales and solution sales leadership to maximize revenue opportunities and optimize the channel mix. You will be deeply involved in target setting, reward, recruitment, coaching and professional development, reporting to the SVP Sales Corporate Markets and member of the LSS Management Team.
 

Responsibilities
 

• Managing and delivering planned sales results of +$100M per annum

• Designing specific sales strategies. Targeting market share against solid competition. Planning, preparing and executing sales strategy in both mature and emerging regions.

• Defining and driving robust account and territory planning as part of the annual Sales Planning framework. Playing an active role in large/complex commercial negotiations. Being responsible for target setting, accurate forecasting and pipeline management, timely reporting.

• Managing a complex network of internal stakeholders. Including sales management, pricing authority, finance, product managers, marketing, research networks, senior management, and other solution domains.

• Embodying customer-focused leadership, promoting a deep understanding and passion for discovery and needs analysis in the sales process. Leading with honesty and integrity.

• Maintaining and retaining existing business whilst diligently driving the acquisition of new business. Developing and evolving the sales strategy in line with Elsevier's strategic objectives.

• Evolving the sales force's understanding of key products and solutions as they diversify. Guiding the sales force in utilizing this knowledge in the markets in which we operate.

• Encouraging and driving cross-functional collaboration between internal functions such as Product and Marketing.

Requirements
 

• Demonstrate depth of understanding of Life Sciences R&D and, in particular, drug discovery.

• Have experience selling complex solutions with a highly analytical approach in a B2B environment. This will ideally be to pharmaceutical/life sciences customers or to equivalent research-intensive industries or sectors.

• Demonstrate strategic thinking at leadership level, representing the voice of the customer and how their needs are evolving.

• Possess a high level of professionalism combined with the ability to build positive and highly valuable relationships.

• Have experience developing business, sales strategy and market segmentation
  internationally. Have experience deploying and driving the adoption of
  digital tools in the sales process.

• Able to recognize significant growth potential opportunities, developing and leveraging Elsevier’s product offerings. Able to identify, address and overcome obstacles and challenges.

• Be experienced in leading and coaching high-performing sales professionals from different backgrounds in a large international matrix organization. Be adaptable to different cultural norms.

• Demonstrate experience managing highly effective teams, developing, mentoring, recruiting and retaining key talent. Possess emotional intelligence, able to build trust, resolve conflict and foster exceptional teamwork.

Work in a way that works for you
 

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
 

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working for you
 

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
 

• Generous holiday allowance with the option to buy additional days

• Health screening, eye care vouchers and private medical benefits

• Wellbeing programs

• Life assurance

• Access to a competitive contributory pension scheme

• Save As You Earn share option scheme

• Travel Season ticket loan

• Electric Vehicle Scheme

• Optional Dental Insurance

• Maternity, paternity and shared parental leave

• Employee Assistance Programme

• Access to emergency care for both the elderly and children

• RECARES days, giving you time to support the charities and causes that matter to you

• Access to employee resource groups with dedicated time to volunteer

• Access to extensive learning and development resources

• Access to employee discounts scheme via Perks at Work

About the Business
 

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

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