Regional Director, Research Sales - SEA & ANZ

About the role

The Regional Director, Research Sales leads a sales team of Account Managers and drives revenue growth across the region. The role covers sales strategy, coaching and development of the team, and delivery of results, with responsibility for current and long-term revenue growth across a complex matrix of teams and products.

Key responsibilities

• Develop regional sales plans, identify growth opportunities and risks, guide account planning and engage key influencers
• Coach Account Managers on customer needs, negotiations and deal execution to hit bookings and revenue targets
• Use customer insights to find sales opportunities, support pricing discussions, ensure effective AM/CSM handovers and take part in business reviews
• Manage renewals and identify upsell and cross-sell opportunities
• Own new business and renewals and drive 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, and lead large, complex commercial negotiations
• Ensure accurate forecasting, pipeline management, reporting and Salesforce adoption
• Collaborate across sales, pricing, finance, product, marketing and senior management

Required profile

• Proven senior sales leadership experience with a track record of revenue growth, new business and renewal targets across a regional or multi-country territory
• Experience leading, coaching and retaining sales teams and driving organisational change
• Strong experience in strategic sales planning, account management and execution
• Extensive experience in complex, high-value commercial negotiations, including enterprise customers, strategic accounts and consortium agreements
• Strong renewal management, upselling and cross-selling capability
• Ability to build senior-level relationships with key decision-makers and partners across Southeast Asia, Australia and New Zealand
• Ability to work effectively in a complex matrix organisation

Required skills

• Sales forecasting and pipeline management
• CRM and sales enablement tools such as Salesforce, Clari, Challenger or equivalent
• Leadership, communication, influencing and stakeholder-management skills

What we offer

• Flexible working arrangements
• Access to learning and development resources
• Wellbeing initiatives, paid parental leave and volunteering leave