Regional Director, Research Sales - SEA & ANZ

Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world’s richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes.

The Regional Director, Research Sales leads a sales team of Account Managers and is responsible for driving revenue growth across their region. Regional Directors will manage their team to focus on growing Elsevier’s journals and books business through new sales and maintenance / growth of the existing base (renewals and upsell/cross-sell). In addition, the Regional Director will be accountable for driving renewal/ sales of new offerings (e.g. Leapspace). The role will encompass sales strategic planning and execution, coaching and professional development and delivery of sales results.

The Regional Director is accountable for current and long-term revenue growth across the region, leading sales execution within a complex matrix of teams and products.

• →Pre-sales: Develop regional sales plans, identify growth opportunities and risks, guide account planning, and engage key influencers.
• →Sales: Coach Account Managers on customer needs, negotiations and deal execution to achieve bookings and revenue targets.
• →Post-sales: Leverage customer insights to identify sales opportunities, support pricing discussions, ensure effective AM/CSM handovers, and participate in business reviews.
• →Renewals: Ensure timely, effective renewals while identifying upsell and cross-sell opportunities.
• →Own regional new business, renewals and revenue growth across Journals and Books, including key consortium negotiations.
• →Build, coach and retain a high-performing sales team and embed global sales initiatives, tools and best practices.
• →Represent Elsevier with key customers, decision-makers, influencers and partners across the region.
• →Lead and support large, complex commercial negotiations.
• →Ensure accurate forecasting, pipeline management, reporting and Salesforce adoption.
• →Collaborate across sales, pricing, finance, product, marketing and senior management to support long-term business growth.

Elsevier is a global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

• Proven senior sales leadership experience, with a strong track record of achieving revenue growth, new business and renewal targets across a regional or multi-country territory.
• Demonstrated ability to lead, coach, develop and retain high-performing sales teams, including driving accountability and implementing organisational change.
• Strong experience in strategic sales planning, account management and execution, including identifying growth opportunities, managing commercial risks and developing key account strategies.
• Extensive experience managing complex, high-value commercial negotiations, including enterprise customers, strategic accounts and/or consortium agreements.
• Strong capability in renewal management, upselling and cross-selling, with a focus on customer needs, retention and long-term revenue growth.
• Proven ability to develop and maintain senior-level relationships with key decision-makers, influencers, customers and strategic partners across the region.
• Strong sales forecasting and pipeline management capabilities, with experience using CRM and sales enablement tools such as Salesforce, Clari, Challenger or equivalent platforms.
• Demonstrated ability to operate effectively within a complex matrix organisation, collaborating across sales, customer success, product, marketing, finance, pricing and senior management.
• Strong commercial acumen, analytical and decision-making skills, with the ability to balance current-year performance with the long-term interests of the business.
• Excellent leadership, communication, influencing and stakeholder-management skills, with the credibility to represent the organisation at a senior level across Southeast Asia, Australia and New Zealand.

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