上海招聘

职位描述：
Purpose of the Job
In this position you will be responsible for sales and key account management in China with a focus on exceeding the annual sales target for Health Solutions electronic products in the country. Specifically, you will be responsible for all customers in the hospital/medical channel as well as for identifying and capitalizing on new business with customers not currently serviced with Elsevier electronic Health Solutions products. You will be expected to understand the hospital market thoroughly as well as identifying key decision makers and positioning solutions appropriately in the clinical workflows of the medical center. Finally, you will be responsible for properly optimizing agent channels to maximize sales while enabling yourself time to explore new opportunity for Health Solutions products in the market.

Optimise Sales & Renewal Revenue
1. Achieve revenue and margin target in region
2. Translate client demands into realistic propositions in support of the global and Taiwan sales and renewal strategies.
3. Manage channel agents
4. Formulate market focused strategies and sales orientation to meet market needs
5. Regular market visits, establish direct contact with hospitals, end-users and decision makers to promote, recommend product and service solutions, close and secure funds; and increase market share in the territory
6. Generate effective written sales presentations, communications and reporting.
7. Strategize and plan for current and future business growth
Sales Development
1. Contribute to the development of HS China sales strategies
2. Identify and/or create opportunities and present to the customer as a compelling solution.
3. Regular sales forecasts outlining progress to plan and adjust actions accordingly to meet changing conditions and achieve targets
4. Provide detailed market feedback, market developments and updates to Sales Manager on a bi-weekly basis
5. Gather, monitor and evaluate competitive information and impact on sales and develop contingency plan to address competition and new market developments.

Customer Relations Management
1. Develop sustainable relationships with all relevant decision makers and influencers at the customers and outside contacts necessary to engage the customer to cross-sell and up-sell Elsevier's online products. Work beyond traditional contact points to establish lasting relationships with C-Suite/executives AND proven end users (doctors, professors etc.)
2. Establish frequent contact with customer by phone, email, at place of business and industry events.
3. Provide market feedback to enhance product development for more customer-focused products.
4. Provide customer support and after sales follow-up.

Inter-department Relationships
1. Work closely with Internal Technical Support and e-customer service team in order to achieve personal/team's new and renewal revenue goals.
2. Work with all levels of the Elsevier local, regional and global organisation to plan, strategise and implement new and renewal revenue goals.
3. Work with Business Controller and Finance Dept in providing the necessary updates and strategies on pricings and discounts optimization
4. Work across the organization to provide leads to other sales channels (Academic, Pharma and Print) on the market needs and potentials

Functional and Technical Competencies
Knowledge of the hospital decision making process/sales in a hospital setting
Knowledge of the medical/pharmaceutical industry is very advantageous
Knowledge of health IT systems is an advantage
Knowledge of marketing and sales, and command of sales cycle
Formal sales training is an advantage (e.g. Miller Heiman)

Education, Knowledge, Skills and Experiences
At a minimum, 5 yrs experience of sales and key Account Management with experience in online, e-products or subscription based business model
MS Office with attention to Word/Excel/Powerpoint
Effective presentation skills required
Proficient in professional/business level English, additional languages are beneficial

This role can be located in Beijing or Shanghai. 举报 分享

Elsevier is part of the Reed Elsevier Group plc., which is a world leading provider of professional information solutions in science and health, legal, risk management, and business to business sectors.

As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. A global company headquartered in Amsterdam, employing more than 7000 people in 24 countries, we help customers advance science and health by providing world-class information and innovative tools that help them make critical decisions, enhance productivity and improve outcomes.

Culture
Our working culture is highly respectful, stimulating and diverse; enabling bright, passionate people to do their best work. We offer challenging but realistic objectives, recognition for achievement, and the opportunity to challenge the status quo. We're a truly global company, working across geographies everyday with our people sharing a passion for health and science. Our people are pragmatic, commercial, work collaboratively and are excellent relationship builders. We offer an opportunity to make a difference in people's lives by helping the health and science communities find and use trusted, high-quality information.

Career
Learning is at the heart of everything we do and our people take their development and progress seriously, as do we. Because of our global reach, opportunities are available locally and globally and our breadth of opportunity offers the chance to build a varied career across different functions and divisions. You will have the opportunity to work at the forefront of technological development and to contribute to change. People with the right attitude have the chance to contribute far beyond their role.

For a full list of all opportunities currently available at Elsevier please visit
www.elsevier.com www.reedelsevier.com