Solution Sales Manager - Books

The role of the Solution Sales Manager is to drive the value perception of books by engaging with researchers, end users, librarians and other influential stakeholders in the assigned region. Meet and exceed the current year new sales target and drive growth for the entire books portfolio. Develop new customers and increase customer penetration. Provide feedback about customer needs to product and marketing teams, facilitating alignment between product development, marketing efforts and customer needs.
Sales Responsibilities:
-Achieve annual sales targets for both print and eBooks for the assigned market/territory.
-Directly responsible for overseeing the entire sales process from prospecting to closing of opportunities.
-Actively present Elsevier suite of book titles to key institutional libraries, academics at tertiary institutions, Corporates, library suppliers, distributors and retailers via personal calls and visits.
-Drive growth of the entire books portfolio by developing new customers and upselling/cross selling new products to existing customers.
-Work closely with intermediaries such as booksellers and distributors and identify appropriate commissioned agents to drive sales.
-Attain minimum number of customer visits each month.
-Engage in value selling by proactively preparing and presenting eBook gap analysis and value stories to decision makers in academic institutions and corporate customers.
-Conduct monthly pipeline reviews with agents and resellers.
-Ensure that all sales opportunities are created and updated regularly in CRM.
-Present eBook value stories at roadshows, eBook Forums, Library Connect events and conferences to drive awareness and demand for eBooks.
Marketing and Administrative Responsibilities :
-Gather, monitor and evaluate market and competitive information that impact on sales and marketing activities and provide feedback to head office as required.
-Develop and maintain product and related market expertise and work closely with the marketing team to execute relevant campaigns to targeted audiences.
-Provide detailed product information and updates to key customers and keep them informed of new products and features.
-Provide product training to Account Managers in A&G and Corporate and sales agents.
-Prepare presentation materials for product launches, conferences and customer meetings.
-Develop channel promotional campaigns to drive revenue and increase brand awareness.
Competencies:
Key Competencies:
1.Candidate must have a minimum of 4 years’ experience in selling solution products using a consultative selling approach and a proven track record in achieving sales targets.
2.Candidate must be proactive and show initiatives to identify solutions and complete tasks efficiently.
3.Candidate must be able to manage multiple tasks simultaneously, prioritize and meet deadlines.
4.Candidate must have excellent planning and organizational skills, analytical and accurate, and have the ability to maintain proper systems for all documentation and materials.
5.Candidate must be a team player but be able to work on their own initiative and with minimal supervision.
6.Candidate must be flexible and be able to adapt to changing requirements of the job.
7.Candidate must be cheerful, friendly, and with excellent interpersonal skills.
General Knowledge and Technical Skills:
1.Computer literate with proven knowledge of Microsoft Office applications (MS Word, MS Excel, MS PowerPoint, MS Access).
2.Ability to become familiar with company IT applications (Siebel CRM, BOOK FINDERS, VIRTUAL E, etc.) (Training will be provided where necessary).
3.Candidate must possess a good command of spoken and written English. Ability to speak native dialects will be an added advantage.
4.Candidate must be able to deliver presentations in English.