[Remote] Director Government Accounts

Note: The job is a remote job and is open to candidates in USA. Elsevier Inc. is a global leader in information and analytics, assisting healthcare professionals in advancing science and improving health outcomes. The Director of Government Accounts will lead sales initiatives across U.S. government agencies, focusing on identifying opportunities and guiding teams to deliver integrated solutions for revenue growth.

Responsibilities

• Analyze and quantify United States government market potential, assess market conditions and prioritize agency targets through formal and informal methods
• Lead the identification, exploration, and analysis of new government opportunities, and develop specific sales strategies and business initiatives that support the achievement of growth objectives
• Develop and apply methodology to identify high potential government agency targets with highest win probability for Elsevier Clinical Solutions
• Serve as the cross channel sales team leader and process owner for all government opportunities and engagements, and communicate deal status to all key internal stakeholders regarding next steps to drive sales process forward
• Lead and provide strategic guidance and hands-on management of internal sales and sales support resources that are part of the sales team
• Drive improvements in number of government engagements, strength of pipeline, and close rates
• Demonstrate strong analytical, organizational, and leadership skills to motivate and lead cross channel government sales teams to maximize incremental revenue stream from government agencies
• Build peer support and strong internal company relationships with all key stakeholders. Develop cooperative relationships with executive management, sales leadership, and other sales and support personnel

Skills

• Strong background and knowledge of US healthcare industry
• Experience selling to the federal government, including complex products
• Demonstrated track record of closing multi-product, multi-year enterprise sales agreements at the agency level
• Expertise in industry trends, government agency provider business model, enterprise deal structure, and contract negotiations
• Proven ability to develop and manage complex, multi-faceted executive sales process
• Pre-existing contact base with clinical and strategic decision makers at multiple government agencies
• Ability to collaborate across functions and work effectively within a matrixed organization
• Detailed understanding of government agency sourcing process at the enterprise and local level

Benefits

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive
• Numerous wellbeing initiatives
• Shared parental leave
• Study assistance
• Sabbaticals
• Country specific benefits

Company Overview