SVP Sales, NHE
RELX

Philadelphia, Pennsylvania

Posted in IT


This job has expired.

Job Info


Reporting to the Managing Director and General Manger, NHE, the SVP of Sales is responsible for leading the NHE North America Sales and Customer Success functions; including setting, operationalizing, and executing the go-to-market and customer success strategies to drive profitable growth and commercial success of the NHE business unit.

S/he will leverage performance and market data to make predictive B2B sales strategies of complex solutions and SaaS platforms while assessing potential shifts in the value chain. This leader will inspire action, operationalize strategy into clear direction and expectations for the organization at large, drive growth, and improve operational effectiveness while collaborating across functions and business units to align organizational values.

Responsibilities

  • Develop and implement optimal channel strategies, organizational structure, sales quotas, incentives, and business plans to achieve growth objectives while maximizing market penetration, revenue, and margins.
  • Translate business strategy into measurable goals, monitor sales performance against plan, oversee budgets and deliver consistent, accurate, and clear KPI tracking.
  • Cultivate C-level customer relationships based on market segmentation and opportunity potential; leverage customer relationships for the purposes of representing Elsevier capabilities in the market. Identify underperforming institutional customers and provide leadership to sales management on improvement strategies for reaching growth and share potential.
  • Build and optimize customer success operations to support digital solution expansion at scale, improve sales productivity, increase customer usage and renewal rates, and grow new customer acquisition.
  • Motivate highly engaged and mission-driven sales professionals to create customer value, grow the business, and achieve revenue targets.
  • Attract, develop, and retain world-class B2B SaaS sales talent; ensure hiring practices drive success with strong business acumen, customer focus, and behaviors that align with organizational culture.
  • Establish customer-centric sales culture focused on quantitative results.
  • Serve as a spokesperson for Elsevier in the market by demonstrating our deep knowledge in nursing and health education, building our brand, and increasing our share of voice. Ensure our people have the capability to translate our thought leadership into relevant insights and sales wins with clients.
  • Lead and participate in cross-functional teams to evaluate the sales process, customer service and support, account profitability, and the alignment between sales and operational processes.
  • Partner closely with marketing in developing and executing sales strategies that focus on increasing revenue, optimizing market share, and being the trusted partner to our customers.
  • Capture and communicate customer insights to inform go-to-market strategies and product roadmaps.


Functional and Technical Competencies
  • S/he has experience building and leading transformational change in sales organizations with a quantifiable track record of growth.
  • S/he has demonstrable success in forming compelling strategic visions for meeting customer needs while delivering on financial commitments in a dynamic and fast-changing market.
  • S/he has strong business acumen with outstanding consultative selling abilities, excellent communication skills with senior leaders and executive-level customers, and experience leading large-scale sales organizations.
  • S/he is driven by, monitors and holds self and others accountable to both integrity of process and delivery, while driving sales growth and achieving goals. S/he judges effectiveness by tangible results and derives personal satisfaction from accomplishing measurable outputs.
  • S/he displays a hands-on coaching style providing clarity of expectations, with proactive feedback and flexes between roles of collaboration and leadership to meet the needs of the situation; develops organization's bench strength.


Education, Knowledge, Skills, and Experiences
  • Bachelor's degree with MBA preferred. Industry experience in healthcare, technology, and/or higher education market domains preferred.
  • Strong cognitive skill set as demonstrated by critical thinking, problem-solving and comprehension. Candidate should demonstrate an ability to learn, employ creative thinking, and have a high absorptive capacity (recognizing new information, assimilating it, and applying it to new ends).
  • Strong business and financial acumen.
  • Exemplary interpersonal skills including proactive and clear communication, social awareness and judgment, persuasion and negotiation, relationship-building, collaboration, and team-building skills.
  • Demonstrated strategic ability to apply systems-level perceptiveness and understanding, innovation and visioning skills, the capacity to display strategic flexibility to dynamic conditions, and managerial wisdom to adapt to variations in the environment and relationships and take the right action at a critical moment.
  • Strong observation and perceptual skills to anticipate obstacles and assess intended and unintended consequences, recognize personal agendas and motivations, and develop responses that focus on most relevant issues to achieve business objectives.

Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

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This job has expired.

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