ProQuest Regional Sales Director, Corporate in United States

Regional Sales Director, Corporate

Location: London

Requisition Number: 2441

# of Openings: 1

Description

Description :

The Corporate Regional Sales Director leads sales strategy and execution for an assigned territory covering predominently EMEA with some business in APAC.

Key Responsibilities:

  • Leads sales teams in driving new business, account retention and expansion for ProQuest sales throughout the market to meet or exceed goals through relationship building, prospecting, and implementation of networking strategies.

  • Directs a team of Account Managers to develop and implement strategies for new customer acquisition, cross selling and upselling techniques.

  • Manages an international network of agents and agent managers in APAC to expand ProQuest's position in local markets.

  • Develops monthly revenue forecast, territory design, and resource planning for sale of all products.

  • Oversees Account Managers in developing and sustaining key relationships to maximize revenue and business opportunities, participating in negotiation process as appropriate.

  • Oversees complex deals, taking into account financial considerations, support infrastructure, margins, impact on territory and other factors.

  • Hires, motivates, manages and develops a team of sales professionals including Account Managers, Client Relationship Managers, and others.

  • Coaches Account Managers and Client Relationship Managers to effectively work across a matrixed sales organization.

  • Participates in strategic design of incentive compensation programs to successfully drive individual contributor behavior.

  • Provides input to publishing and marketing to create and shape new product development and product enhancements.

  • Leads regional sales meetings; participates in strategic planning & sales leadership meetings.

  • Partners with publishing and marketing to support sales efforts.

  • Maintains a thorough understanding of ProQuest’s strategies, goals, structure, and operating methodologies. Successful candidates must have:

  • Demonstrate record of success selling information and software solutions in the corporate market.

  • Experience managing high performing teams to meet or exceed challenging goals or be a great sales producer ready to take the next step in a highly successful sales career.

  • Bachelors’ degree plus at least 7 years’ related sales leadership experience in a comparable industry and/or to a comparable customer base, or equivalent combination of education and experience.

  • Ability to develop a deep understanding of ProQuest’s strategy, product line and client base.

  • Strong leadership and managerial skills, with proven ability to hire, motivate, educate, develop, hold accountable, and retain top talent.

  • Strong forecasting, budgeting, financial analysis, and planning skillset with ability to ability to analyze compare, evaluate, reconcile and draw meaningful conclusions and action plans from data.

  • Experience negotiating large-scale contracts in the global arena.

  • Ability to clearly and compellingly articulate the full ProQuest value proposition.

  • Strong communication and interpersonal skills, with ability to professionally interact with a diverse blend of personalities to reach resolution and maintain strong relationships.

  • Excellent organizational skills, with ability to mobilize resources across a matrixed organization to reach shared goals.

  • Capacity to learn and effectively utilize SalesForce.com and other programs relevant to the role, particularly Microsoft Office suite of products. Ideal candidates would have:

  • Successfully sold solutions to the pharmaceutical industry.

  • Experience managing both direct reports and a network of agents and distributors.

  • Successfully conducted business in Japan and China.

  • Existing network of potential customers.

  • Fluency in languages other than English. Other important information about this position:

  • This position may be based in a ProQuest corporate office or remote location.

  • Frequent national and international travel is required.

  • This position requires weekday (Monday - Friday) attendance with some scheduling flexibility available around core working hours.

  • Every position requires certain physical capabilities. ProQuest seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties when possible.