CDS Business development manager | (X223)

CDS Business development manager | (X223)

17 mar

17 mar



Purpose of the Job

This role is responsible for driving new business growth for CDS Solutions all around LATAM. Specifically, you will be responsible for driving new business of our Clinical Decision Support solutions in the hospital/health and aged care channel. You will be expected to understand the hospital market thoroughly, particularly digital health and IT solutions to support healthcare delivery, as well as identifying key decision makers at all levels. Finally, you will need have a deep understanding of clinical workflows to position our solutions appropriately. You will be supporting the mission and vision of Elsevier Clinical Solutions combining clinical, computer,

and information science as they relate to the efficient and safe delivery of patient and family centered care that is compassionate, evidence-based and of the highest quality, playing an important role to sell Clinical Decision Support (CDS) solutions to health care providers across the territory. Besides these activities, you will have to develop and improve the relationship with EMR-OEMs / Distributors and Integrators in LATAM

Revenue Growth 

• Achieve revenue targets, sales growth and contribute to achieving allocated components of company profit on an annual basis. 

• Actively promote existing and new online solutions

• Translate customer’s demands and needs into feasible solutions in support of the global, LATAM strategies

• Regular market visits, establish direct contact with decision makers and purchasers to close and secure revenue and increase market share in the territory

• Generate effective written sales presentations, communications, and reporting.

• Execute an agreed action plan for current and future business growth

• Regularly update CRM with accurate, relevant information and report as required

Sales Development

• Contribute to the development of LATAM sales strategies

• Identify and/or create opportunities and present to the customer as a compelling solution.

• Regular sales forecasts outlining progress to plan and adjust actions accordingly to meet changing conditions and achieve targets

• Provide detailed market feedback, market developments and updates to Management on a bi-weekly basis

• Gather, monitor, and evaluate competitive information and impact on sales and develop contingency plan to address competition and new market developments.

• Maintain high standard of up to date records within CRM database

• Derive enhancement of CDS position and portfolio penetration through new & migration wins, accurate forecasting, and feedback on Product enhancements.

Thought Leadership and Relationship Management

• Develop sustainable relationships with all relevant decision makers and influencers at the customers and outside contacts necessary to engage the customer to cross-sell and up-sell Elsevier's online products. Work beyond traditional contact points to establish lasting relationships with C-Suite/executives AND proven end users (doctors, professors etc.)

• Position Elsevier as thought leader in the industry connecting Elsevier clinical leads with customers and connecting customers with each other.

• Build and maintain effective working relationships with internal colleagues (Customer Engagement, Marketing, Product, Sales Support), ensuring knowledge and best practices are shared

• Establish frequent contact with customers/prospects by phone, email, at place of business and industry events.

• Provide market feedback to enhance product development for more customer-focused products.

Improve the network and relationship with EMR-OEMs and Distributors.

Inter-department Relationships

• Work dotted line with the PSMs around the region, providing deal coaching, strategy and support on closing all CDS sales.

• Work closely with Internal Technical Support and e-customer service team in order to achieve personal/team's new and renewal revenue goals.

• Work with all levels of the Elsevier local, regional and global organization to plan, strategies and implement new and renewal revenue goals.

• Work with Business Controller and Finance Dept in providing the necessary updates and strategies on pricings and discounts

Product Knowledge & Market Awareness

• Be the product expert for our CDS solutions and be able to clearly articulate value propositions in any conversation

• Attend regular training on various Elsevier products and undertake self-learning of Elsevier overall offerings

• Through ‘on the ground’ experience, identify potential gaps in the market that would generate significant revenue return on investment, and make appropriate recommendations to the Product, Marketing, Finance and Operations teams

We offer:

We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive. A few highlights:

- Variable compensation driven by new-sales revenue performance vs targets for the year

- Healthcare benefits

- Flexible working arrangements

- Several local and global networking communities to share best practices and knowledge

- Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, healthcare and protect the environment.

- Elsevier is an Equal Opportunity Employer

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