Regional Director, Research Sales - SEA & ANZ
About our Team
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.
About the role
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.
Responsibilities
- 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.
Requirements
- 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.
Work in a way that works for you
We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous Wellbeing initiatives, Paid Parental leaves, Volunteering leaves, we will help you meet your immediate responsibilities and your long-term goals.
Working for you
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:
- Flexible working arrangements
- Access to learning and development resources
About the Business
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.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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Skills Required
- Proven senior sales leadership experience with a track record of achieving regional or multi-country revenue growth, new business, and renewal targets.
- Experience leading, coaching, developing, and retaining high-performing sales teams, including driving accountability and organizational change.
- Strong experience in strategic sales planning, account management, execution, growth opportunity identification, commercial risk management, and key account strategy development.
- Extensive experience managing complex, high-value commercial negotiations involving enterprise customers, strategic accounts, or consortium agreements.
- Strong capability in renewal management, upselling, and cross-selling focused on customer needs, retention, and long-term revenue growth.
- Proven ability to develop and maintain senior-level relationships with decision-makers, influencers, customers, and strategic partners across the region.
- Strong sales forecasting and pipeline management capabilities using CRM and sales enablement tools such as Salesforce, Clari, Challenger, or equivalent platforms.
- Ability to operate effectively within a complex matrix organization and collaborate across sales, customer success, product, marketing, finance, pricing, and senior management.
- Strong commercial acumen, analytical and decision-making skills, balancing current-year performance with long-term business interests.
- Excellent leadership, communication, influencing, and stakeholder-management skills with senior-level organizational representation credibility.
Elsevier Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Elsevier and has not been reviewed or approved by Elsevier.
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Leave & Time Off Breadth — Feedback suggests paid time off spans vacation, holidays, sick days, bereavement, military leave, and volunteer time. Family-related leave options are also emphasized as part of the package.
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Healthcare Strength — Feedback suggests medical, dental, vision, life insurance, wellness initiatives, and an EAP form a comprehensive health offering. Gym support and wellbeing hubs reinforce an ongoing health and wellness focus.
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Retirement Support — Feedback suggests retirement programs include a 401(k)/retirement plan and pension options, with long-term savings vehicles such as an employee stock purchase plan also available. These elements contribute to a sense of financial security beyond base pay.
Elsevier Insights
What We Do
Elsevier is a world-leading provider of information solutions that enhance the performance of science, health, and technology professionals, empowering them to make better decisions, and deliver better care. Because informed decisions lead to better outcomes, Elsevier is a leader in information and analytics for customers across the global research and health ecosystems. Elsevier helps researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. We do this by facilitating insights and critical decision-making for customers across the global research and health ecosystems.
