Sr. Director Go-To-Market, Physician Solutions North America

Sr. Director Go-To-Market, Physician Solutions North America

About Elsevier 
Elsevier is a global leader in information, analytics, and decision support solutions for science, health, and technology professionals. We help researchers, clinicians, and educators advance knowledge and improve outcomes by delivering trusted content, data, and insights at the moments they matter most. 

Across healthcare, Elsevier partners with clinicians and health systems to support evidence-based decision making, education, and lifelong learning. Our clinical solutions, including ClinicalKey and ClinicalKey AI, are designed to help healthcare professionals quickly find relevant, trusted information and apply it confidently in patient care. 

About the Role
Reporting to the VP, Commercial, the Senior Director, Go-to-Market will focus on our flagship offerings: ClinicalKey / ClinicalKey AI and Clinical Pharmacology powered by ClinicalKey, our drug reference platform. This role is pivotal to shaping the commercial success of the portfolio across the North American market – specifically the United States and Canada. You will lead the development and execution of go-to-market strategies and serve as a trusted partner to our sales and marketing organizations in bringing those strategies to life. In addition, you will identify and evaluate growth opportunities and new market potential through segmentation and strategic analysis. Finally, you will partner with industry bodies, thought leadership groups, and health IT vendors to deepen market knowledge, generate insights, and serve as a subject matter expert for the division.

Responsibilities

• Market Identification: Define target markets, including market size and penetration rates, for the product portfolio.

• Customer Need Identification: Identify customer needs and develop strategies to address those opportunities. Serve as the organization’s market expert, bringing customer and market perspectives to the broader team.

• Customer Engagement: Build relationships with strategic customers and participate in sales calls. Share innovation roadmaps and support the sales team in strengthening partnerships with Elsevier customers.

• Sales Enablement: Support the North American Sales and Account Management teams in developing and executing market strategies across key segments, while helping remove barriers to closing sales.

• Strategic Planning: Leverage analytics and other insights to deepen understanding of customer and market needs, while developing a strong perspective on competing products and competitive strategies across the market.

• Product Launches: Lead the execution of solution launches by collaborating with cross-functional teams, including Marketing, Customer Success, and other key stakeholders. Identify and partner with pilot customers to support user-validated launches and migrations.

• Communication: Ensure effective communication of commercial strategy across teams. Partner closely with Product and Technology on prioritization and roadmap development, while serving as a conduit for customer feedback.

• Strategic Partnerships and M&A: Build relationships with strategic partners and identify potential merger and acquisition opportunities.

Requirements

• Solid experience in a strategic or commercial role in healthcare

• Experience in working directly with customers and collaborating with sales teams

• Proven track record in directly supporting revenue growth for a portfolio of products

• Experience in designing and executing successful commercial go to market and business development activities

• Have analytical capabilities related to market segmentation, commercial opportunity assessment, and competitive analysis

• Proactive and able to work successfully in a matrixed environment and able to lead through demonstration, commitment, and understand our marketplace. Understanding needs of our customers and build relationships to achieve results.

• Creative and pragmatic thinking to engage with end users and product champions

• Have communication skills and experience in comfortably operating and influencing at various organizational levels

• Project and time management skills with an ability to set and maintain priorities in a multi-task environment

• Ability to bring energy and enthusiasm and foster effective teams

• Able to proactively and continuously identify areas for improvement, growth and develop supplemented solutions.

U.S. National Base Pay Range: $118,300 - $219,800. Geographic differentials may apply in some locations to better reflect local market rates. If performed in Maryland, the base pay range is $124,200 - $230,800.If performed in New Jersey, the base pay range is $143,220 - $228,780. This job is eligible for an annual incentive bonus.

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