Regional Director, Research Sales – SEA & ANZ

About the role

The Regional Director, Research Sales leads a team of Account Managers and drives revenue growth for Elsevier’s journals and books across Southeast Asia, Australia and New Zealand. The role combines strategic planning, coaching, and execution to achieve new‑business, renewal and upsell targets.

Key responsibilities

• Develop regional sales plans, identify growth opportunities and guide account planning.
• Coach Account Managers on negotiations, deal execution and customer needs to meet bookings and revenue targets.
• Leverage post‑sale insights to generate upsell/cross‑sell opportunities and support pricing discussions.
• Own new‑business, renewals and revenue growth for Journals, Books and consortium agreements.
• Build, coach and retain a high‑performing sales team while embedding global sales tools and best practices.
• Collaborate with sales, product, pricing, finance and senior management to ensure accurate forecasting and pipeline management.

Required profile

• Proven senior sales leadership with a strong record of revenue growth across a multi‑country region.
• Demonstrated ability to lead, develop and retain high‑performing sales teams.
• Extensive experience managing complex, high‑value commercial negotiations and consortium deals.
• Strong capability in renewal management, upselling and cross‑selling.
• Excellent stakeholder‑management skills with senior‑level relationship building across SEA & ANZ.
• Solid forecasting and pipeline management experience using CRM tools.

Required skills

• Salesforce
• Clari
• Challenger

What we offer

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