Elsevier is a world-leading provider of information solutions that enhance the performance of science, health, and technology professionals, empowering them to make better decisions, deliver better care, and sometimes make groundbreaking discoveries that advance the boundaries of knowledge and human progress.
Post : Sales Manager
Job Description
Sales Manager for Academic segment will manage and grow the sales of Elsevier Clinical Solutions - both reference and decision support solutions and both electronic and print solutions - across the academic markets. He/She will be responsible for developing and implementing the sales and account management strategy across the India region for customers in this segment. This person will also be responsible for recruiting, developing and managing a team of account managers and the channel to achieve the sustainable and profitable growth for the organization. He/ she should be able to grow the business by increasing the market penetration and upselling the existing customers.
Key Responsibility Areas:
Sales & Sales Management
Driving the revenue of the new and existing products in hospitals market. Manage the big ticket accounts and consortiums through effective sales negotiations and customer engagements programs. Manage the sales channel without compromising on company policies.
Customer Intelligence and Account Development
Maintain and communicate competitive market intelligence. Analyze customer usage data to provide recommendations for product, feature and policy development.
Planning
- Develop and implement sales and marketing strategies for Online journals and databases based on India strategic directions, market analysis and sales goals. Effective forecasting with a strong skill of sensing the business challenges and coming up with effective solutions to mitigate the risks, if any.
- Leadership and Team Management
- Build and develop sales competencies through training on products, systems and sales techniques.
- Lead and sustain team-building effort.
- Establish and communicate performance goals, objectives and standards.
- Market Reasearch and Go to market strategy
- Stay updated on market developments and technology advancements and evaluate potential for Elsevier's Suite of clinical solutions for the hospitals market
- Influence Top Decision Makers in Hospitals market
- Involve and Engage with Key Opinion Leaders
- Work with the clinical specialist, marketing teams and other internal thought leaders to position Elsevier as a leader in the industry in this space
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Key Competencies
- Displays High Integrity and Honesty
- Develops Strategic Perspective
- Inspires and Motivates Others to High Performance
- Drives for results
- Communicates Powerfully and Prolifically
- Develops Others
- Takes Initiative
Candidate Profile
• Understanding of Organizational strategy and business objectives
• Drive collaboration among businesses
• Strategic planning and account management
• Manage sales/business development teams
• Customer focus & business acumen
• Ability to combine high level strategy and ground level execution plans towards common objectives
• Lead/Support business negotiations
• Ability to work in cross functional team environment
• Good written, oral communication and expert in product demos with good presentation skills.
• Confident and comfortable in handling C-suite people and top management of the academic institutions.
• Team player and comfortable with travel
Education, Knowledge, Skills and Experiences
- Science/ Life science graduate (required) with PGDM/MBA
- A minimum of 7-10 years’ experience in solutions selling in healthcare or related (Publishing/ Health IT/ Pharmaceutical/ Medical Device) industry
- Experience in building and managing a team
- Successful track record in selling, Planning and executing sales strategies in new market and new product environment
- Strong result orientation, achievement and analytical skills
- Strong knowledge of the Scientific subscription business
- Knowledge of clinician workflows and medical informatics
- Good Knowledge of MS Office Tools - Powerpoint, Excel, Word
Additional Information:
Experience : 7-10 years
Qualification : Science/ Life science graduate
Location : Gurgaon, Haryana
Industry Type : Pharma / Biotech / Clinical Research
Functional Area : Sales
Last date : 15th September, 2017
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