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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. Proven ability to build senior-level relationships and leverage insights for upselling and cross-selling opportunities.
Highest-signal resume keywords
People Leadership ExperienceB2B Sales ExperienceConsultative SellingSales ForecastingSalesforce and Clari 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
Sales Strategy DevelopmentAccount PlanningPipeline ManagementComplex NegotiationsCommercial Judgement
Soft Skills
Communication SkillsPresentation SkillsInfluencing SkillsCoaching SkillsProactive Approach
Tools & Technologies
SalesforceClari
Industry Keywords
B2B SalesSenior-Level RelationshipsComplex SolutionsInternational OrganizationMatrixed Organization
About the role
Key responsibilities & impact- Lead a team of Solution Account Managers and drive regional revenue growth
- Develop and execute regional sales strategy
- Win new business and grow existing customer relationships through renewals, upselling and cross-selling
- Coach and develop the sales team
- Support complex customer negotiations
- Provide strategic oversight of account planning
- Build senior-level customer relationships and represent Elsevier as a strategic business partner
- Lead consortium and strategic customer discussions
- Partner with Customer Success to leverage insights and identify additional-value opportunities
- Manage forecasting and pipeline performance
- Ensure accurate reporting, opportunity management and adoption of Salesforce and Clari
- Collaborate with Sales, Product, Marketing, Finance, Pricing and other senior stakeholders across an international matrix
Requirements
What you’ll need- Demonstrable people leadership experience, including coaching, developing and retaining sales talent
- Significant B2B sales experience engaging and influencing senior and C-suite stakeholders
- Proven track record selling technology, information or complex solutions, ideally within a leadership or management environment
- Experience with consultative and solution-based selling, including complex commercial opportunities and negotiations
- Strong commercial judgement across 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 with ability to build senior-level relationships and networks
- Experience with Salesforce and Clari sales tools
Benefits
Comp & perks- Healthy work/life balance
- Wellbeing initiatives
- Shared parental leave
- Study assistance
- Sabbaticals
- Hybrid work from office and home
- Flexible hours
- Generous holiday allowance with option to buy additional days
- Health screening
- Eye care vouchers
- Private medical benefits
- Wellbeing programs
- Life assurance
- Competitive contributory pension scheme
- Long service awards
- Save As You Earn share option scheme
- Travel Season ticket loan
- Maternity, paternity and shared parental leave
- Emergency care for elderly and children
- RE CARES days for charitable support
- Employee resource groups with dedicated volunteer time
- Extensive learning and development resources
- Employee discounts via Perks at Work