Director, Corporate Accounts

Relx   •  

Atlanta, GA

8 - 10 years

Posted 294 days ago

This job is no longer available.

Position Description:  The Director of Corporate Accounts will develop and drive Elsevier’s IDN targeting and sales strategy and provide leadership to key components of the Sales organization.  This includes specific identification of high profile IDN target opportunities, development and implementation of a corporate sales strategy for each targeted IDN engagement, IDN pipeline development and management, and forecasting of IDN deal closures.  Responsibilities also include ownership of the team sales process and management of cross functional sales teams for all IDN engagements.  The position will play a key role in leading the North American Sales organization toward the achievement of strategic and operational goals pertaining to the team selling and IDN sales initiative required to meet the financial goals of Elsevier Clinical Solutions. 


Job Responsibilities: Specific responsibilities associated with the position are as follows: 


  • ·         Analyze and quantify North American IDN market potential, assess market conditions and prioritize targets through formal and informal methods
  • ·         Lead the identification, exploration, and analysis of new IDN opportunities, and develop specific sales strategies and business initiatives that support the achievement of growth objectives
  • ·         Develop and apply methodology to identify IDN targets with highest win probability for Elsevier Clinical Solutions
  • ·         Serve as the cross channel sales team leader and process owner for all IDN engagements and communicate deal status to all key internal stakeholders regarding next steps to drive sales process forward
  • ·         Lead and provide strategic guidance and hands-on management of internal sales and sales support resources that are part of Local Sales Team
  • ·         Drive improvements in number of IDN engagements, strength of pipeline,  and engagement close rates
  • ·         Educate field sales force on industry trends, health system initiatives and priorities, and value based selling messaging
  • ·         Develop strong working relationships with field sales management peers and provide guidance and oversight of all aspects of IDN sales process
  • ·         Establish high level of credibility with Sales and Executive leadership regarding sales strategy, forecasting accuracy, and process consistency  
  • ·         Demonstrate strong analytical, organizational, and leadership skills to motivate and lead cross channel IDN sales teams to maximize incremental revenue stream from IDN sales agreements
  • ·         Build peer support and strong internal company relationships with all key stakeholders.  Develop cooperative relationships with executive management, Sales leadership, and other Sales and support personnel.
  • ·         Demonstrate the ability to work collaboratively and resolve conflict across different functional areas in a matrixed organization, as well as with external stakeholders

Accountabilities and Performance Measures:

  • ·         Achievement of top line revenue quota
  • ·         Accountable for timely and accurate forecasting of IDN deal closures
  • ·         Accountable for accurate and on-time reporting of essential data for Corporate Accounts effectiveness
  • ·         Strong emphasis on process ownership and accountability for results
  • ·         Strong work ethic and commitment to overall success of Elsevier
  • ·         Achievement of strategic objectives defined by executive management and Sales leadership
  • ·         Responsible for building, leading, and managing cross channel field Sales teams  

 Organizational Alignment:

  • ·         Reports to the Vice President Corporate Accounts

·         Foster close, cooperative relationships with peer leaders and other senior executives