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.
We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
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We are 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.
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Skills Required
- Proven senior sales leadership experience delivering regional or multi-country revenue growth, new business, and renewal targets
- Experience leading, coaching, developing, and retaining high-performing sales teams
- Experience with strategic sales planning, account management, growth opportunities, commercial risk, and key account strategies
- Experience managing complex, high-value commercial negotiations with enterprise customers, strategic accounts, or consortiums
- Experience with renewal management, upselling, cross-selling, customer retention, and long-term revenue growth
- Ability to build senior-level relationships with decision-makers, influencers, customers, and strategic partners
- Sales forecasting and pipeline management experience using CRM and sales enablement tools such as Salesforce, Clari, or Challenger
- Ability to operate effectively within a complex matrix organization and collaborate across business functions
- Strong commercial acumen, analytical, and decision-making skills
- Excellent leadership, communication, influencing, and stakeholder-management skills
RELX Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about RELX and has not been reviewed or approved by RELX.
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Retirement Support — Retirement support is positioned as a meaningful part of total rewards through a 401(k) plan with matching contributions, alongside other financial protections such as life and disability coverage. Tuition reimbursement and share purchase access further broaden the financial value of the package beyond base salary.
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Leave & Time Off Breadth — Leave and time off breadth appears strong, with generous vacation allowances, mental health days, and options like sabbaticals and tiered PTO by tenure. Parental and caregiving leaves are described in detail, reinforcing time-away benefits as a standout component of the overall package.
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Wellbeing & Lifestyle Benefits — Wellbeing and lifestyle benefits are supported by offerings such as mental health support (e.g., app access), EAP resources, gym-related perks, and wellness incentives. Flexible working hours and related work-life supports add to the perceived day-to-day value of benefits.
RELX Insights
What We Do
RELX is a global provider of information-based analytics for professional and business customers across industries. We help scientists make new discoveries, doctors and nurses improve the lives of patients and lawyers win cases. We prevent online fraud and money laundering, and help insurance companies evaluate and predict risk. Our events enable customers to learn about markets, source products and complete transactions. In short, we enable our customers to make better decisions, get better results and be more productive. We do this by leveraging a deep understanding of our customers to create innovative solutions which combine content and data with analytics and technology in global platforms. RELX serves customers in more than 180 countries and has offices in about 40 countries. It employs approximately 30,000 people of whom almost half are in North America. We operate in four major market segments: Scientific, Technical & Medical; Risk & Business Analytics; Legal; and Exhibitions.
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