Sales ManagerIPDataDirect
RELX Group plc
Netherlands
54 dagen geleden

The Global Sales Manager IPDataDirect is a key role within the global IP team and responsible for the long term commercial success of licensing of patent data in alignment with the company long term product strategy.

The role includes account management, new business sales, channel sales and product management, and includes all aspects of the direct and indirect sales process.

As a product expert in patent data and patent data workflow, the role holder is the linking pin between opportunities, customers, LexisNexis and RELX sales teams, global product team and the technical support team (LexisNexis Univentio in Leiden).

The Global Sales Manager IPDataDirect is responsible for sales and revenue targets for all patent data licensing related business and provides detailed input during budget and the business planning process.

From a product perspective, the role holder defines, maintains and executes the sales, marketing and product strategy and is responsible for productizing patent data licensing in defined product market combinations.

This includes pricing, fulfillment, support, and legal. The Global Sales Manager IPDataDirect owns the IPDataDirect product planning roadmap and is one of the key stakeholders in the definition of the patent data development roadmap.

The role holder will constantly assess customer and market needs and translates those into product requirements, while also tracking competitive and market intelligence.

KEY SALES RESPONSIBILITIES / TASKS :

  • Delivers IPDataDirect global sales and revenue targets (including new business and retention)
  • Develops and execute sales strategy and tactical plan for direct and indirect business
  • Develops and executes account management plans for direct and indirect customers
  • Develops and maintains solid relationships with new and existing customers
  • Generates sales leads by cold calling and initiates marketing activities
  • Manages the direct and indirect sales process from lead generation to negotiations
  • Manages direct and indirect sales retention process, ensures customer satisfaction and manage customer expectations
  • Collaborates with LexisNexis and RELX sales teams on direct and indirect sales opportunities
  • Supports customers and the LexisNexis and RELX sales teams with proof of concepts, pricing and contracts
  • Ensures accurate and timely fulfillment of contracts
  • Reports structurally, timely and accurately to management on sales and product planning
  • Defines and owns the product planning for the IPDataDirect product / market combinations
  • Aligns the patent data licensing product strategy with global IP product portfolio
  • Identifies and develops new product / market combinations and aligns / includes in global product strategy
  • Develops and executes on partnership opportunities and sales channel development
  • Develops and maintains price lists, contract templates and sales / marketing documentation per product / market combination
  • Coordinate customer support, escalation channel in support, and the collaboration with the content and development team
  • Provides ongoing product training and sales support to LexisNexis and RELX sales teams
  • Provides detailed and comprehensive input in content development roadmap and prioritization
  • Builds and maintains comprehensive competitive intelligence and shares regularly with teams
  • Looks for process improvements in all aspects of the role
  • KEY COMPETENCES / SKILLS :

  • Experienced and enthusiastic business professional with a pro-active can do’ mentality
  • Prospecting, negotiating and closing skills
  • Customer focused, with great attention to detail
  • Self-starting and self-managing, persistent and reliable
  • Excellent communication and analytical skills
  • Flexible and able to multi-task
  • Work independently as well as being part of a broader team
  • KNOWLEDGE :

  • Bachelor / Master degree in a scientific, business or legal discipline
  • Minimum of 7 years in direct sales or channel sales role
  • Experience with content or technology licensing models
  • Proven knowledge of sales concepts and methodologies
  • Understanding and knowledge of the information industry
  • Excellent verbal and written communication and negotiation skills (in English), strong presentations skills
  • Experience with online sales tools (examples : Clearslide, HubSpot, Linkedin, Bright talk) and CRM systems
  • OTHER :

  • Location : Leiden, The Netherlands
  • Expected travel is 25%
  • More information :
  • Michiel de Bruijn (mail : / phone : +31655307305)

    Solliciteren
    Solliciteren
    Mijn E-mail
    Door op "Doorgaan" te klikken, geef ik neuvoo toestemming om mijn gegevens te verwerken en mij e-mailwaarschuwingen te sturen, zoals beschreven in neuvoo's Privacybeleid . Ik kan mijn toestemming intrekken of me op elk moment afmelden.
    voortzetten
    Aanvraagformulier