Account & Relationship Management Executive

R0022065

Account & Relationship Management Executive - Regional Sales Manager

Sao Paulo, Brazil

The Regional Sales Manager (RSM) S4 for Wolters Kluwer Health Medical Research has primary responsibility for meeting or exceeding sales goals and driving profitable growth in accounts within the territory. Focus will be on selling electronic access to journals, books, databases, and other online tools to medical and academic institutions. The RSM must be versed in managing complex as well as high transactional sales cycles including product demos, sales support resource supervision, financial negotiations and contract management. The RSM will be calling primarily on medical librarians, as well as CNO’s, CIO’s, Nurse Educators, faculty, Deans, and clinicians. They will both expand the customer base and grow existing customer business through deep product knowledge, effectively understanding customer needs and adeptly positioning Ovid’s content and value proposition. They will be recognized as an industry expert as well as an internal leader by their peers.

The Regional Sales Manager - Brazil position is one of two representatives that cover the country of Brazil. This territory is currently responsible for $3.5M of business. It is comprised of 300 customers (250 within one consortia). The rep will be responsible for renewing our existing base of business, growing our existing accounts, and hunting for new accounts in the region. This position is a “work from home” position that will require significant travel visiting existing accounts and new customers.ESSENTIAL DUTIES AND RESPONSIBILITIES
- Plans, organizes, implements sales programs for the region.
- Plans and is responsible for achieving sales objectives in the region.
- Regional travel as necessary to achieve sales goal.
- Provides accurate forecasting of annual, quarterly, and monthly revenue to meet or exceed regional sales quotas.
- Manages both Medical and Academic accounts in the assigned region.
- Conducts sales calls, communicates value, demonstrates products, schedules promotional work and tracks sales activities on all accounts within the region.
- Maintains existing customer base and develops new business within an assigned region.
- Understands new trends and customer segments within the region and provides feedback to management on market and product issues/opportunities.
- Participation in regional and national trade shows, conferences and sales meetings.
- Compiles data on marketing trends, competitive products and pricing and reports to management.
Participate in all corporate training, company initiatives and meetings.

Other Duties: Performs other duties as assigned by manager.

QUALIFICATIONS

Education: University degree or equivalent experience.

Required Experience and Skills:

- 5+ years direct sales experience, previous academic sales experience preferred with established relationship with libraries, course coordinators and deans
- Track record of sales success in solution-focused environments
- Fluent in English and Portuguese

Desired Experience and Skills:

- Experience in working with academic customers
- Experience in working with hospital customers
- Knowledge of (STM) publishing industryOther Knowledge, Skills, Abilities or Certifications:

- Excellent presentation, oral & written communication skills
- Ability to interact with all customer levels
- Independent thinker with the aptitude to work autonomously
- Knowledge of information industry and/or e-publishingTravel: willing to travel up to 60% and must have a valid driver’s license.