Asks probing questions to multiple influencers to thoroughly qualify customers’ needs
Proactively pursues opportunities that can capitalize on Elsevier’s strengths
Effectively manages the pipeline to grow new business
Uncovers underlying issues driving clients’ key concerns
Finds opportunities to upsell clients based on their needs
Provides “total” solutions and communicates how these solutions can benefit the customer’s overall business
Works with customers to understand their key drivers and tailors solutions to their needs
Knowledgeable about the unique solutions Elsevier can offer its customers and demonstrates how Elsevier is a beneficial business partner
Educates customers on new Elsevier offerings
Viewed as a trusted advisor and valued information source by customers
Understands and aligns the customer’s decision making process to Elsevier’s business strategy and uses this perspective to craft a vision that reflects their key initiatives
Helps customers evaluate potential outcomes and ROI to position Elsevier as a trusted partner
Strives to manage their business internally and externally from a broader, long-term perspective
Establishes tangible goals and holds self-accountable for delivering on expectations
Actively addresses obstacles that could prevent accomplishing key objectives
Possesses a strong bottom-line focus to meet and exceed goals
Works tenaciously to win against competition
Manages time and handles competing priorities in an efficient manner
Demonstrates a clear focus on what is most important and effectively avoids distractions that could derail progress toward critical goals
Focuses self on the most critical actions to attain overarching goals
Translates goals into executable and measurable action plans
Builds accurate and realistic timelines with specific milestones to monitor progress toward objectives
Systematically works the sales cycle and identifies the data needed to create appropriate plans to reach goals and meet customer needs
Creates formal/documented plans to guide and monitor account progress
Collaborate with the Account Development Manager
Passion & Energy
Displays strong initiative and pursues difficult objectives head-on
Models a strong work ethic and is comfortable working autonomously
Exhibits a take-charge style and moves the sales cycle along
Comfortable moving forward without much structure and is not deterred by the unknown
Views change as positive and readily adopts new methods to enhance success
Effectively handles ambiguous work situations and is able to operate in a fast-paced environment
Acts as a champion for changes within the organization
Demonstrates innovative thinking, creativity, and resourcefulness
Cooperative & Inclusive
Facilitates a participative work environment where ideas and information are openly shared
Acts as a resource to others to help problem-solve and arrive at solutions
Serves as a responsive and reliable “team player” to colleagues and peers
Listening & Receptivity
Open and receptive to the ideas, thoughts, and opinions of others
Seeks to fully understand different perspectives by asking open-ended questions and fostering two-way dialogue
Effectively tracks conversations, asks questions and probes to draw others out
Key Competencies, skills and experience
Key Competencies, skills and experience
Works hard to achieve objectives.
Stays focused on key commitments.
Looks to overcome obstacles or barriers to performing.
Works with others to achieve joint goals.
Volunteers for new job responsibilities or projects.
Identifies areas within own role that could be improved.
Notices and acts on opportunities to contribute more without being asked.
Balances “getting results” with a concern for others’ needs.
Is in touch with issues and concerns of individuals within the work group.
Manages conflict within work groups.
Initiates contact with other teams or divisions to build relationships that enhance the business results.
Is trusted by members of work group and across the organization.
Adds value to the relationship.
General Knowledge and Technical Skills
Knowledge of the regional hospital, medical/nursing education and healthcare market a distinct advantage
Ability to manage, train, coach a network of agents
Highly accurate and methodical approach to record keeping, internal paperwork, pipeline management, forecasting
Technology driven: Ability to understand and clearly explain relevant technical issues
Highly enthusiastic with a ‘can-do’ mentality
Very organized and able to balance travel and office-based work with personal life
Excellent communication and presentation skills in local and English language
Strong organizational and planning abilities
Ability to be self-directed and independent (a self-starter that seeks knowledge and solutions)
Ability to travel 60% of the working week, occasionally at the weekend and internationally as required.
Valid driving license