Lead the way in advancing science, technology and health. Solution Sales Manager, Engineering Elsevier is a world-leading provider of information solutions that help you make better decisions, deliver better care, and sometimes make groundbreaking discoveries in science, health, and technology.
We serve researchers, engineers, professionals, and clinicians, through the application of technology and analytics to content, empowering them to create knowledge, contribute to social progress, and enhance human wellbeing.
We are delivering next-generation professional information solutions and technology to our broad client base and we need a team of exceptional sales leaders and professionals to join us on the journey.
Elsevier publish over 2,500 journals and more than 33,000 book titles, and provide web-based, digital solutions among them ScienceDirect, Scopus, Engineering Village, Knovel, Reaxys and Geofacets.
As an Solution Sales Manager (New Sales) - Engineering (South Asia), you will be : Responsible for sales of engineering information solution portfolio in the South Asia region and linking customer needs back to product and marketing organization.
We’d love to talk as Elsevier is the right place for YOU! Key responsibilities include :
Responsible for New sales
Prospecting for new accounts in a large untapped territory
Achievement of new-sales numbers on a quarterly basis
Create and execute on the solution / product penetration plan in assigned territory
Develop a strong understanding of competitor landscape in the territory and be able to successfully position against these
Negotiate and close contracts for new sales
Represent the engineering portfolio at industry engagements
Gain superior understanding of engineering solutions and its applications
Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific
Understand the needs of customer and be able to relate those to specific solution benefits
Build, maintain and share in-depth knowledge
Build a network of partners (associations, distributors, agents) in the assigned territory
Work with distribution partners and agents in driving new sales opportunities
Key expert on the competitor : knows everything about the competitors’ business, strategy and sales approach in territory.
Key expert on engineering / geoscience research workflow, being able to bring global references to customers in territory
Stay abreast of development in field and market segment, and share with Elsevier
Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives
To be successful, you’ll bring with you
Passion to excel in the hunt for new business Go Getter
A degree in engineering (chemical engineering or material sciences will be preferred) and be confident to converse with engineers, researchers and geoscientists
Experience selling to or working with engineering and geoscience researchers
Previous experience in using CRM system (salesforce.com)
Proven new-sales track record in competitive environments (minimum of 5 years)
Background in complex solution-sales approach - consultative selling value-based selling
Excellent analytical and listening skills
Strong communication (verbal and written) and presentation skills; fluency in English
Experienced in working in an international matrixed organization
Frequent travel required (60%) domestic and international