Strategic Engagement Manager - Life Sciences Solutions
RELX

Strategic Engagement Manager - Life Science Solutions

Purpose of this role:

• Build stronger strategic relationships with research leaders and department heads of data science & digital transformation. Focus is on driving broader recognition of the value driven from their existing investments in LSS solutions and finding new opportunities to drive growth through engagement in high profile data analytics and decision support projects.
• Deliver on the commercial priorities for a selection of our strategic, global, life sciences customers.
• Work and coordinate closely with the colleagues across LSS and RSS including our professional services, the lighthouse team, account management, product and marketing colleagues. Requiring a strong focus on engagement planning with the senior stakeholders in the strategic accounts across multiple global locations.

As a Subject Matter Expert for LSS in our most strategically important customers (primarily Global Pharma), you will have the exciting opportunity to help drive the growth and shape the future of a high growth business unit within Elsevier.

Desired Profile:

The ideal candidate will have a strong track record in senior level engagement in large research focused enterprises (Pharma & Chemical). They will be a confident networker able to engage credibly (directly and digitally) with senior stakeholders across the corporate life science value chain. They will be comfortable working in a matrixed team and expect to own, define, develop, share and execute an engagement plan aimed at consistently delivering on revenue targets, while thinking strategically about long-term customer engagement and outcomes. Commercial success will be how they expect to be measured and rewarded, achieving success by operating in a highly consultative mode. The aim is to position themselves such that they would be regarded as a trusted partner both internally and externally.

Responsibilities:

• Meet or exceed annual growth targets in their selected strategic accounts (at least 10 accounts), driven through securing renewal and new business across our LSS portfolio of solutions and services.
• Develop and execute a comprehensive strategic stakeholder engagement plan in close collaboration with the corresponding RSS account manager(s) and aligned with the overall account plan(s).
• Through robust and frequent engagement, develop and identify high priority projects that allow key stakeholders to drive and perceive significant value from Elsevier solutions (platforms, data, technology, analytics and services).
• Drive up share of wallet and portfolio revenue in assigned strategic accounts.
• Help to accelerate customer adoption of Elsevier LSS solutions and build evidence and awareness of the associated impact, value and customer success that will result in strong retention and re-investment in our solutions.
• Work with partners (internally and externally) to extend reach and drive adoption across the enterprise.
• Ensure all aspects of activity are planned and recorded via our CRM system (SalesForce.com).
• Improve customer satisfaction levels and drive towards Elsevier being regarded as a strategic and trusted partner.
• Actively participate in domain networking groups and industry conferences. Taking a strong role representing Elsevier in these groups and activities to ensure Elsevier's LSS profile is perceived to be credible and leading the way.
• Monthly reporting to leadership team with quarterly briefing to executive management.
• Maintaining an enhanced level of business intelligence.

Required Qualification and skills:

• 10 years + experience working within a complex solution sale, business development and consultancy environment.
• Demonstrable strategic level persona networking and relationship building skills.
• Experience in managing complex relationships with internal and external stakeholders at senior level.
• Preferred experience gained in Pharma/Biotech/Chemical segment.
• Minimum of graduate level education and/or applied experience in Chemistry, Biology or Data Science.
• Outstanding presentation and written communication skills.
• Demonstrated collaborative execution skills in complex account team approach.
• Self-motivated, ability to work independently and as a team, in a fast-paced environment.
• Home based
• Expect 40%+ travel, domestic and international (post Covid)

Competencies:

• Commercial ability - Using appropriate interpersonal styles and communication methods to gain acceptance of a solutions, service or idea from prospects and clients.
• Customer Focus - Making customer and their needs a primary focus of one's actions; developing and sustaining productive customer relationships
• Building customer loyalty - Effectively meeting customers' needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.
• Building Partnerships - Identifying opportunities and taking action to build strategic relationships between one's area and other areas, teams, departments, units, or organizations to help achieve business goals.
• Building trust- Interacting with others in a way that gives them confidence in one's intentions and those of the organization.
• Negotiation- Effectively exploring alternatives and positions to reach outcomes that gain support and acceptance of all parties.
• Meeting leadership- Ensuring that a meeting serves its business objectives while using appropriate interpersonal styles and methods and considering the needs and potential contributions of others.
• Delegating responsibility - Allocating decision making authority and/or task responsibility to appropriate others to maximize the organizations and individual's effectiveness.

Working with us

We are an equal opportunity employer with a commitment to help you succeed. Here, you will find an inclusive, agile, collaborative, innovative and fun environment, where everyone has a part to play. Regardless of the team you join, we promote a diverse environment with co-workers who are passionate about what they do, and how they do it.

Working for you

At Elsevier, we know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Comprehensive, multi-carrier health plan benefits
• Disability insurance
• Dependent Care and Commuter Spending Accounts
• Life and Accident Insurance
• Retirement Benefits (Salary Investment Plan/Employer Stock Purchase Plan)
• Modern Family Benefits, including adoption and surrogacy

About Us

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

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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. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact accommodations@relx.com or if you are based in the US you may also contact us on 1.855.833.5120.

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