BXH-878 Solution Sales Manager - Engineering

BXH-878 Solution Sales Manager - Engineering

03 May

03 May



The Solution Sales Manager is responsible for new sales of the Engineering portfolio (solutions includes Knovel, Engineering Village and Geofacets) in the territory and linking customer needs to product organization. He will as well be responsible for Engineering Solutions paid trial and renewal customer engagements including (but not limited to) general technical support, solutions demo/training, commercial renewals closure and after-sales customer support.

Main Activities and Responsibilities

• Achievement of new-sales, including expansion sales (upsell), revenue growth targets of portfolio in territory

• Create and execute on the solution/product penetration plan in territory.

Align territory and account solution portfolio plan with holistic territory/account plan

• Develop a strong understanding of competitor landscape and be able to successfully position against these

• Negotiate and close contracts for new sales

. Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific

. Ownership of onboarding and commercial renewal activities, ensuring total growth on total base of the portfolio

• Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific

• Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory

• Key expert on specific research workflow (for solution portfolio), being able to bring global references to customers in territory

• Stay abreast of development in field and market segment, and share with Elsevier

• Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives.

Experience & Skills:

• Proven new-sales track record in competitive environments (minimum of 3+ years)

• Background in complex solution-sales approach - “consultative selling”

• Excellent analytical and presentation skills

• Strong communication (verbal and written) and presentation skills; fluency in English

• Experienced in working in an international matrixed organisation

• Self starter

• Frequent travel required (40%)

• Partner/agent sales management experience an advantage

Specific for Engineering Portfolio

• Experience selling to or working with engineering, material sciences, geoscientists research

• Masters in engineering or material sciences


Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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