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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates strong leadership in managing and developing sales teams while driving regional revenue growth through strategic account planning and complex negotiations. Proficient in B2B sales, particularly in technology and information solutions, with a focus on building senior-level relationships and leveraging insights for customer success.
Highest-signal resume keywords
People LeadershipB2B Sales ExperienceConsultative SellingSales ForecastingSalesforce Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
B2B SalesAccount PlanningComplex NegotiationsSales Strategy DevelopmentPipeline Management
Soft Skills
CoachingCommunicationInfluencingPresentationRelationship Building
Tools & Technologies
SalesforceClari
Industry Keywords
Revenue GrowthCustomer RelationshipsCommercial JudgementInternational Matrix OrganizationStrategic Business Partner
About the role
Key responsibilities & impact- Lead a team of Solution Account Managers and drive regional revenue growth
- Develop and execute the regional sales strategy
- Win new business and maintain and grow existing customer relationships through renewals, upselling and cross-selling
- Coach and develop the sales team
- Support complex customer negotiations
- Collaborate with Sales, Customer Success, Finance, Marketing and Product
- Lead regional sales plans to achieve revenue, growth and renewal targets
- Provide strategic oversight of account planning
- Build senior-level customer relationships and represent Elsevier as a strategic business partner
- Lead and support complex commercial negotiations, including consortium and strategic customer discussions
- Partner with Customer Success to leverage customer insights, strengthen handovers and identify opportunities to deliver additional value
- Manage forecasting and pipeline performance, accurate reporting, opportunity management and adoption of Salesforce and Clari
- Collaborate across an international matrix with Sales leadership, Product, Marketing, Finance and Pricing
Requirements
What you’ll need- Demonstrable people leadership experience, including coaching, developing and retaining sales talent
- Significant B2B sales experience, including experience engaging and influencing senior and C-suite stakeholders
- Proven track record of selling technology, information or complex solutions, ideally within a leadership or management environment
- Experience with consultative and solution-based selling, including managing complex commercial opportunities and negotiations
- Strong commercial judgement with the ability to operate effectively at strategic, tactical and operational levels
- Excellent communication, presentation, influencing and negotiation skills
- Experience working successfully within a complex, international and matrixed organisation
- Strong capabilities in sales forecasting, pipeline management and account planning
- Proactive, self-starting approach combined with the ability to build effective relationships and networks at senior levels
- Ability to use Salesforce and Clari sales tools
Benefits
Comp & perks- 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
- Long service awards
- Save As You Earn share option scheme
- Travel Season ticket loan
- Maternity, paternity and shared parental leave
- Access to emergency care for both the elderly and children
- RE CARES 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 via Perks at Work
- Working in a hybrid way from both the office and at home
- Working flexible hours - flexing the times you work in the day
- Numerous wellbeing initiatives
- Study assistance
- Sabbaticals