Regional Solution Sales Director

Elsevier; United Kingdom; Hybrid; GBP 120,000 - 200,000; Full time

Benefits offered by this job

Generous holiday allowance

Private medical benefits

Pension scheme

Share option scheme

Travel Season ticket loan

Job summary

Elsevier in the UK/Europe region seeks a Regional Director, Research Intelligence & Engineering Sales – North, to lead a team of Solution Account Managers and drive revenue growth.

You will shape and execute regional sales strategy, win new business while expanding existing accounts through renewals, upselling and cross-selling, and mentor senior stakeholders across Sales, Customer Success, Finance and Product.

Qualifications

• Experience leading regional sales plans to achieve revenue, growth and renewal targets.
• Significant B2B sales experience engaging and influencing senior and C-suite stakeholders.
• Proven track record selling technology, information or complex solutions, often in leadership roles.

Responsibilities

• Lead and deliver regional sales plans to achieve revenue, growth and renewal targets.
• Coach and develop a team of Solution Account Managers for high performance.
• Drive new business and growth within existing accounts through renewals, upselling and cross-selling.

Skills

People leadership

B2B sales

C-suite engagement

Consultative selling

Strategic planning

Forecasting & pipeline

Relationship building

Tools

Salesforce

Clari

Job description

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, pipeline management and account planning.
• A proactive, self-starting approach combined with the ability to build effective relationships and networks at senior levels.

Work in a way that works for you

We promote a healthy work/life balance across the organisation. With an average length of service of 9 years, we are confident that we offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

• Working in a hybrid way from both the office and at home
• Working flexible hours - flexing the times you work in the day

Working with us

We are an equal opportunity employer with a commitment to help you succeed. Here, you will find an inclusive, agile, collaborative, innovative and fun environment, where everyone has a part to play. Regardless of the team you join, we promote a diverse environment with co-workers who are passionate about what they do, and how they do it.

Working for you

• At Elsevier, we know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
• Generous holiday allowance with the option to buy additional days
• Health screening, eye care vouchers and private medical benefits
• Life assurance
• Access to a competitive contributory pension scheme
• Long service awards
• Save As You Earn share option scheme
• Travel Season ticket loan
• Maternity, paternity and shared parental leave
• Access to emergency care for both the elderly and children
• RE CARES days, giving you time to support the charities and causes that matter to you
• Access to employee resource groups with dedicated time to volunteer
• Access to extensive learning and development resources
• Access to employee discounts via Perks at Work

About Us

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.