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Regional Sales Director, Corporate in London at ProQuest

Date Posted: 3/29/2018

Job Snapshot

  • Employee Type:
  • Location:
  • Job Type:
    Sales, Management
  • Experience:
    At least 5 year(s)
  • Date Posted:

Job Description

Position:                Corporate Sales Director – Corporate BU

Reports to:            General Manager – Global Corporate

Organisation:       Proquest Corporate



The Corporate Sales Director leads sales strategy and execution for assigned territories covering both namely US and EMEA.

Key Responsibilities:

  • Leads sales team 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, and cross selling and upselling techniques.
  • 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.
  • Manages Product Sales Specialists, working within a matrix sales structure targeted to support specific assigned products across the assigned sales region. (Solutions Life Science focused).
  • 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 to exceed sales targets.
  • Participates in strategic design of incentive compensation programs to successfully drive individual contributor behavior.
  • Provides input to product and marketing to create and shape new development and product enhancements.
  • Leads regional sales meetings; participates in strategic planning & sales leadership meetings.
  • Partners with product and marketing to support sales efforts.
  • Maintains a thorough understanding of ProQuest’s strategies, goals, structure, and operating methodologies.

Successful candidates must have:

  • Demonstrable record of success selling information databases 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 Corporate 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 Corporate 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 and other programs relevant to the role, particularly Microsoft Office suite of products.

Ideal candidates would have:

  • Successfully sold solutions to the Corporate segment in particular Life Science and Engineering market segments.  
  • Background in complex solution-sales approach - “consultative selling” (minimum 5 years
  • High level of technical knowledge is strongly preferred, must have technical knowledge adequate to communicate with customers effectively.
  • Excellent Analytical Skills and demonstrated ability to turn analytical data into conclusions and recommendations for key customer leadership
  • Experience managing both direct reports and a network of agents and distributors
  • 2 - 3 years of Science or researcher, IT/ Engineering or Life Science background (can be in academia) is a plus
  •  Scientific Master degree
  • Fluency in languages other than English.

Other important information about this position:

  • This position may be based in a ProQuest corporate office London 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.

While other companies might say they value work/life balance, ProQuest lives it. Our work environment is casual, we have great benefits and working hours are flexible. Join ProQuest today.


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