Global Vice President of Sales, Engineering Research Solutions
RELX Group plc
NLD-North Holland-Amsterdam
3 dagen geleden

Are you an individual who thrives in a dynamic environment where you develop and execute the overall sales strategy? Are you a strong leader, a good mentor and coach, with a strong desire to lead and grow a business?

We would like to meet you!

Focus of the position :

Lead a Solution sales team of 40 FTES and $64M sales to achieve ambitious growth targets within an allocated cost budget.

Set overall Engineering Portfolio sales strategy and tactics in accordance with both global Academic & Government and Corporate segment sales strategy and plans.

  • Has line responsibility for the global Engineering Solutions sales function covering North America, EMLA, MAEU, and APAC regions;
  • and in three segments (Academic, Government, and Corporate)

    This role is based in either the United States (New York) or Europe (Amsterdam preferred) and reports directly to VP Sales for North America A+G and Global Engineering Solutions and is member of the Global Sales Management team.

    Working together

    The Engineering team focusses on addressing the needs of Heads of Engineering in corporations, Engineering Deans and Faculty, and Students in academic, and applied Engineering in government institutions.

    Many of the solutions span across Chemical Engineering, Aerospace and Defense, Civil Engineering, Equipment manufacturing, and Oil and Gas.

    The key solutions that we are selling are Engineering Village (including Compendex, INSPEC, Geobase, and Georef), Knovel, Encompass, and Geofacets across various use cases.

    This is a growing market in which the prospects are looking for solutions that help save them time, make them money, and make them more effective.

    Competition is present but Elsevier s Engineering solutions are superior and more comprehensive, providing us with an edge when trying to fulfill our prospects’ wishes.

    The team works with a good team spirit, collaborates and likes to succeed through a combination of sales competence, domain expertise, and strong collaboration.

    You will work in a matrixed sales environment with peers who collaborate to drive world class sales execution that exceeds the customers’ expectations.

    You will work closely with Regional Solution Sales Directors as direct reports, Academic & Government Sales Directors, Business Unit heads, Research Marketing, and the Research and Reference Solutions product organizations.

    Your responsibilities

  • Lead, motivate, and continuously develop the Engineering solution sales team of 40 FTE, including 4 front line manager direct reports;
  • indirectly Solution Sales Managers, Customer Consultants, and directly the Regional Solution Sales Directors.

  • Develop and execute overall sales strategy and regional portfolio strategy in support of the global sales objectives
  • Monitor customer preferences, market and competitive developments, to determine focus and direction of sales efforts
  • Uphold sales standards and use of tools (Franklin Covey Sales Tools, Segment Value Stories, Pipeline Excellence, CRM and Salesforce.
  • com) and localize when necessary

  • Leverage best practices (regional and global)
  • Exercise discretion to oversee and sometimes negotiation in critical deals
  • Provide monthly reports documenting sales results and forecasts for the remainder of the year
  • Conduct monthly sales planning meetings and telephone conferences to review sales activity, sales results and other related issues
  • Provide input (representing the voice of the customer) to global strategic initiatives / issues, and to product teams
  • Deploy resources to optimally support the strategy
  • Maintain responsibility for global Engineering Solution sales and cost budget
  • Deliver on agreed growth objectives
  • Build and maintain relationships with key decision makers in- and outside key customers and prospects
  • Build and maintain relationships with key Engineering stakeholders
  • Support and grow customer loyalty and satisfaction
  • Support in diligence, integration and growth targets of acquisitions as needed
  • Qualifications and Performance Profile

  • The most important performance objective for this position is to increase sales, improve the team performance, and develop the sales team to achieve desired results
  • A Strong track record in leading, motivating, and developing sales teams
  • Track record in leading field sales as well as Inside Sales teams and be responsible to optimize our sales and distribution channels for Engineering related solutions
  • During the 1st three months meet all direct reports and their team members to develop a strong understanding of the needs and capabilities of the existing team.
  • Evaluate capabilities in line with ongoing objectives, establish developmental and reorganizational plans as necessary for the team and rebuild as necessary and strengthen the whole group
  • Proven ability to articulate a vision, and the ability to energize other, with proven track record of hiring and developing a strong team
  • Quickly identify the changes required and create a series of recommended solutions.Implement a prioritized action plan to address these issues over the following 3-6 months.
  • Develop, review, and upgrade the Integrated Operating Plan for Engineering Solution Sales outlining all the needs of the department to mapped to the strategic goals of Research Solutions Sales customer engagement, value-
  • based selling, coaching, and operational excellence.

  • Improve the working relationships with key stakeholders including Reference Solutions Product Owners, Research Marketing Solution Team, and the VP’s of the segments
  • Roll out and explain new compensation plan to entire team so that it is clearly understood the drivers of success
  • Improve conversion rates of the team by implementing sales tools with rigor across entire team
  • Learn to use and lead roll out of Salesforce.com and lead team through this change management from legacy CRM
  • Strong communication (verbal and written) and presentation skills; fluency in English
  • Frequent travel required (50%)
  • Other qualifications a plus :

  • 7-10 years managing a global team and multi-million dollar budget
  • 7-10 years international business development, strategy, market segmentation and analysis skills
  • Bachelors degree required; Masters degree, MBA, or degree in Engineering or Science related field a plus
  • Experience in due diligence for acquisitions and integration of acquisitions a plus
  • An assessment or business case could be part of our selection procedure. Please be aware that we may request references and a copy of your diploma in the offer stage.

    Are you an individual who thrives in a dynamic environment where you develop and execute the overall sales strategy? Are you a strong leader, a good mentor and coach, with a strong desire to lead and grow a business?

    We would like to meet you!

    Focus of the position :

    Lead a Solution sales team of 40 FTES and $64M sales to achieve ambitious growth targets within an allocated cost budget.

    Set overall Engineering Portfolio sales strategy and tactics in accordance with both global Academic & Government and Corporate segment sales strategy and plans.

  • Has line responsibility for the global Engineering Solutions sales function covering North America, EMLA, MAEU, and APAC regions;
  • and in three segments (Academic, Government, and Corporate)

    This role is based in either the United States (New York) or Europe (Amsterdam preferred) and reports directly to VP Sales for North America A+G and Global Engineering Solutions and is member of the Global Sales Management team.

    Working together

    The Engineering team focusses on addressing the needs of Heads of Engineering in corporations, Engineering Deans and Faculty, and Students in academic, and applied Engineering in government institutions.

    Many of the solutions span across Chemical Engineering, Aerospace and Defense, Civil Engineering, Equipment manufacturing, and Oil and Gas.

    The key solutions that we are selling are Engineering Village (including Compendex, INSPEC, Geobase, and Georef), Knovel, Encompass, and Geofacets across various use cases.

    This is a growing market in which the prospects are looking for solutions that help save them time, make them money, and make them more effective.

    Competition is present but Elsevier s Engineering solutions are superior and more comprehensive, providing us with an edge when trying to fulfill our prospects’ wishes.

    The team works with a good team spirit, collaborates and likes to succeed through a combination of sales competence, domain expertise, and strong collaboration.

    You will work in a matrixed sales environment with peers who collaborate to drive world class sales execution that exceeds the customers’ expectations.

    You will work closely with Regional Solution Sales Directors as direct reports, Academic & Government Sales Directors, Business Unit heads, Research Marketing, and the Research and Reference Solutions product organizations.

    Your responsibilities

  • Lead, motivate, and continuously develop the Engineering solution sales team of 40 FTE, including 4 front line manager direct reports;
  • indirectly Solution Sales Managers, Customer Consultants, and directly the Regional Solution Sales Directors.

  • Develop and execute overall sales strategy and regional portfolio strategy in support of the global sales objectives
  • Monitor customer preferences, market and competitive developments, to determine focus and direction of sales efforts
  • Uphold sales standards and use of tools (Franklin Covey Sales Tools, Segment Value Stories, Pipeline Excellence, CRM and Salesforce.
  • com) and localize when necessary

  • Leverage best practices (regional and global)
  • Exercise discretion to oversee and sometimes negotiation in critical deals
  • Provide monthly reports documenting sales results and forecasts for the remainder of the year
  • Conduct monthly sales planning meetings and telephone conferences to review sales activity, sales results and other related issues
  • Provide input (representing the voice of the customer) to global strategic initiatives / issues, and to product teams
  • Deploy resources to optimally support the strategy
  • Maintain responsibility for global Engineering Solution sales and cost budget
  • Deliver on agreed growth objectives
  • Build and maintain relationships with key decision makers in- and outside key customers and prospects
  • Build and maintain relationships with key Engineering stakeholders
  • Support and grow customer loyalty and satisfaction
  • Support in diligence, integration and growth targets of acquisitions as needed
  • Qualifications and Performance Profile

  • The most important performance objective for this position is to increase sales, improve the team performance, and develop the sales team to achieve desired results
  • A Strong track record in leading, motivating, and developing sales teams
  • Track record in leading field sales as well as Inside Sales teams and be responsible to optimize our sales and distribution channels for Engineering related solutions
  • During the 1st three months meet all direct reports and their team members to develop a strong understanding of the needs and capabilities of the existing team.
  • Evaluate capabilities in line with ongoing objectives, establish developmental and reorganizational plans as necessary for the team and rebuild as necessary and strengthen the whole group
  • Proven ability to articulate a vision, and the ability to energize other, with proven track record of hiring and developing a strong team
  • Quickly identify the changes required and create a series of recommended solutions. Implement a prioritized action plan to address these issues over the following 3-6 months.
  • Develop, review, and upgrade the Integrated Operating Plan for Engineering Solution Sales outlining all the needs of the department to mapped to the strategic goals of Research Solutions Sales customer engagement, value-
  • based selling, coaching, and operational excellence.

  • Improve the working relationships with key stakeholders including Reference Solutions Product Owners, Research Marketing Solution Team, and the VP’s of the segments
  • Roll out and explain new compensation plan to entire team so that it is clearly understood the drivers of success
  • Improve conversion rates of the team by implementing sales tools with rigor across entire team
  • Learn to use and lead roll out of Salesforce.com and lead team through this change management from legacy CRM
  • Strong communication (verbal and written) and presentation skills; fluency in English
  • Frequent travel required (50%)
  • Other qualifications a plus :

  • 7-10 years managing a global team and multi-million dollar budget
  • 7-10 years international business development, strategy, market segmentation and analysis skills
  • Bachelors degree required; Masters degree, MBA, or degree in Engineering or Science related field a plus
  • Experience in due diligence for acquisitions and integration of acquisitions a plus
  • An assessment or business case could be part of our selection procedure. Please be aware that we may request references and a copy of your diploma in the offer stage.

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