Regional Solution Sales Director

United Kingdom

Aalborg

Amsterdam

Full time

R118720

Regional Solution Sales Director

Do you have experience leading regional sales plans to achieve revenue, growth and renewal targets?

Do you have significant B2B sales experience engaging and influencing senior and C-suite stakeholders?

Location:

UK or Europe

About Our Team

Our Research Intelligence and Engineering Sales team partners with research institutions, academic organisations and other key customers to help them get greater value from Elsevier’s solutions.

We are a collaborative, commercially focused team working across functions and geographies to build strong customer relationships, identify opportunities for growth and deliver sustainable results.

About the Role

As Regional Director, Research Intelligence & Engineering Sales – North, you will lead a team of Solution Account Managers and take responsibility for driving revenue growth across the region.

You will develop and execute the regional sales strategy, with a focus on winning new business while maintaining and growing existing customer relationships through renewals, upselling and cross-selling. This is a senior sales leadership role combining strategic planning, commercial leadership and people development. You will coach and develop your team, support complex customer negotiations and collaborate with colleagues across Sales, Customer Success, Finance, Marketing and Product.

You will also act as a senior representative of Elsevier within the region, developing relationships with key decision-makers and helping position Elsevier as a trusted strategic partner.

Responsibilities

• Leading and delivering regional sales plans to achieve Research Intelligence and Engineering revenue, growth and renewal targets.

• Leading, coaching and developing a team of Solution Account Managers, creating an environment that supports high performance, professional development and effective sales behaviours.

• Driving new business and growth within existing accounts, identifying opportunities for renewals, upselling and cross-selling.

• Providing strategic oversight of account planning, helping the team identify customer needs, commercial opportunities, risks and key decision-makers.

• Building senior-level customer relationships and representing Elsevier as a strategic business partner across the region.

• Leading and supporting complex commercial negotiations, including key consortium and strategic customer discussions where appropriate.

• Partnering with Customer Success teams to leverage customer insights, strengthen handovers and identify opportunities to deliver additional value.

• Managing forecasting and pipeline performance, ensuring accurate reporting, effective opportunity management and strong adoption of sales tools including Salesforce and Clari.

• Collaborating across a complex international matrix, building effective relationships with Sales leadership, Product, Marketing, Finance, Pricing and other senior stakeholders.

Requirements

• 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.

• A 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,…