Responsibilities In charge of Customer value story development and promotion crossing the Ovid platform and other HLRP product portfolio Maximizing renewal sales and achieving increased account penetration with existing clients in the academic, medical, government and corporate sectors in the designated region.
Identifying new opportunities with new customers within your assigned region, in line with company and territory growth strategies and quarterly and annual sales goals.
Maintaining agreed sales activity targets for face to face calls and strategic phone calls on a monthly basis. Developing strategic relationships with key accounts including clinical staff, senior hospital management, senior librarians, academic faculty as well as other influencers in the sales process.
Full utilization of SalesForce.com to maintain account records, accurate contact information and manage sales activity. This includes inputting and updating all sales opportunities to develop and manage your regional sales pipeline to ensure achievement of monthly, quarterly and annual sales goals.
Submitting weekly and monthly reports detailing sales projections, pipeline and activity levels, including direct and channel sales.
as well as an understanding of competitive products offerings. Prepare and implement territory and key account plans in and work within assigned travel budgets.
Attend trade shows, sales meetings and industry events as required. Work closely with colleagues in China, Hong Kong and within the Asia Pac region.
Requirements At least 5-8 years proven sales experience in both account management and new business ideally gained from selling in the library / information market.
Experience managing complex customer engagements. Experience acting as a trusted and strategic advisor to customers. Proven track record of achieving sales targets.
Experience negotiating complex sales including consortia and government tenders. Comfortable establishing contact and selling to all levels in the organization including physicians, medical librarians and senior personnel.
Willing and able to travel extensively within the territory (approximately 40-60 PERCENT of the time which may vary by quarter) as well as International company meetings.
Excellent verbal and written Chinese language and strong English language skills Excellent communication, presentation and interpersonal skills.
Able to think outside the box and confident in expressing ideas. Able to build rapport with people easily, at any level, and develop long term relationships.
Well organized and with a strong attention to detail. A team player, able to work autonomously as and when required Strong knowledge of, and understanding, of a CRM system e.
g. Salesforce.com - or similar Confident presenting to a diverse audience Understanding of distribution channel management and local billing agency businesses and processes Excellent IT skills including Microsoft Word, Excel and PowerPoint Motivated to achieve and exceed set sales and performance goals