Who are we?
RELX is a world leading provider of professional information solutions, operating in 3 core markets : Science & Medical, Legal, and Business-
to-Business. Reed Elsevier is active in Europe, Latin America, the USA and Asia Pacific, which it considers its most important growth market.
Elsevier is a division of RELX and a world leading provider of scientific, technical, and medical information serving more than 30 million scientists, students and health and information professionals worldwide and publishing more than 20,000 products and services globally.
Electronic Publishing plays an important and growing role in the product mix and Elsevier offers a wide range of online solutions which complement the print products.
Job Title : Education Consultant
Purpose of the Job :
The role of the Education Consultant is fundamental for the Education Segment. As an individual contributor, the Education Consultant is expected to carry out the following activities in an independent, self-
directed manner in the territories assigned :
Lead generation of Elsevier Health Solutions Print & Institutional E products to target academic institutions within designated territory
Promoting & securing adoption of Elsevier Health Solutions Print Books & Institutional E products to target academic institutions within designated territory
Engaging with students, student ambassadors & student associations to promote adopted textbooks & other key titles
Supporting the usage of academic e-solutions like e-library in the assigned institutions
Participation in joint sales, marketing and operation meetings to review product performance against budget
Working as part of academic team, sharing market and customer knowledge and experience and feeding customer insight back to segment, content groups and sales teams.
Weekly reporting utilising Territory Management system (Kites or other Sales Reporting / Management system) of all current and new promotional activity, adoptions and opportunities and maintain high level quality of data
Key Result Areas :
Drive demand for Elsevier Content in academic institutions in assigned territory
Understand needs and promote relevant Elsevier content to medical schools, nursing, vet, dentistry and other health professions education establishments within an assigned territory to
Faculty and Students / Student Associations
Ensure we maintain existing content adoptions / recommendationsand seek new adoption / recommendation opportunities through active academic contentpromotion
Stay abreast of changes and trends in the market and competitors and show an understanding of the implications of such changes on our business.
Regularly review and adapt promotion strategies accordingly.
Responsibility for promoting, managing and influencingthe sales revenues both directly and indirectly forBooks and E institutional products within assigned territory in line with individual and team cash andrevenue targets
Display sound product knowledge on the products and demonstrate technical knowledge and understanding, through attending internal meetings in a proactive way.
Support trade teams :
Work closely with trade team & be jointly responsible to deliver the agreed growth & revenue targets for the states / cities / business segments under area of responsibility
Enure adequate targetted promotions for relevantstates / cities / business segments
Support trade team with managing named academic bookshops and retail accounts
Provide high quality adoption information to trade and institutional sales team
Provide market intelligence :
Provide customer and market insight through the Regional Manager to Marketing thus contributing tothe development of marketing plans in consultation with the relevant product marketing group and content promotion teams
Liaison and internal communication with management team , including advice in the following areas : Creation of annualPush List , new product development, market evaluation, sales strategies relating to product extensions, pricing recommendations.
Accelerate digital revenues :
Lead generation of Elsevier Health SolutionsInstitutional E products like eLibrary to named target accounts within designated territory
Support the usage of academic e-solutions like e-library in the assigned institutions
Sales Planning and Record Keeping :
Weekly reporting utilising Territory Management system (Kites or other Sales Reporting / Management system) of all current and new promotional activity and opportunities and maintain high level quality of data
Maintain accurate and current details of contacts, calls, opportunities, agreements in Kites or other Sales Rporting / Management system.
Collect confirmations of reading lists and adoptions from assigned accounts
Use Kites or other Sales Reporting / Management systemto assist in sales planning, territory prioritization and opportunity forecasting
Create a sales plan for assigned territoty to be updated, reviewed and implemented quarterly
Provide regular sales reports as required by the Regional Manager
Functional and Technical Competencies :
SuccessfulHealth / Life sciences sales / marketing / promotionaltrack record intoEducationalInstitutions
Knowledge of Academic Institutional account structures and Decision making processes
Results orientation (metrics based decision maker)
Education, Knowledge, Skills and Experiences (and any other requirements) :
Relevant university degree, preferably in Science, Healthcare and / or Technology
At least 3 years proven direct solution selling experience track record in High value sales ( $100k +)
Needs to be able to make good commercial decisions and agreementsabout the products the company is selling based on an understanding of the underlying financial models
Strong organisational and planning abilities
Ability to be self-directed and independent (a self starter that seeks knowledge and solutions)