Job Description

Clarivate Analytics clients are the trailblazers and risk takers who come up with life-changing ideas. We’re looking for our own trailblazers to help us keep providing clients some of the world’s most trusted brands, spanning scientific and academic research, patent analytics, pharmaceutical and biotech intelligence and IP management.

We’re an independent owned company with a rich heritage and a bold entrepreneurial mission. If you’re excited by the thought of helping people and organizations go from new ideas to life-changing innovations faster, we’re excited to consider you for a position at Clarivate.

The Sales Director - Research Office is principally responsible for delivering sales, revenue and customer satisfaction goals for a subset of the customer base. These are some of our most high profile clients in the Academic, Research Funding and Government Agency space, distributed across North America and Europe.  He/she will lead a group of 8 sales professionals (one individual in each of Europe and North America acting as a player/coach) to perform at optimal levels.

Core to the role is to transform the engagement model with the client base, embedding disciplines such as strategic account planning to identify and unlock new opportunities and budgets. In addition the job holder will lead by example in coaching the team to operate at a more senior level within the client base.  Doing so will require the ability to knit together our products and capabilities into a set of workflow-oriented value propositions that resonate with each specific client, thereby elevating our strategic relevance and growing our share of mind and business.

Reporting to the SVP Global Sales, Web of Science Group, the Sales Director - Research Office will also closely partner with the Managing Director, Research Office to enhance and execute the strategy and vision for this curomer segment. Success metrics of the role will include increased retention and customer satisfaction benchmarks, increased cross-sell penetration, increased client collaboration and co-creation activity, over time leading to increased organic revenue growth. The jobholder will be an integral member of the WoSG Sales leadership team and will help set a new benchmark for what “great” looks like in strategic selling.

Sales Performance and Execution:

  • Responsible for the attainment of North American and European Research Office client sales targets.
  • Create and sustain a high-performing sales performance culture as part of the overall WoSG Sales team.
  • Leading by example and setting a high benchmark in fronting selected senior client engagements and negotiations
  • Maintain a strong working partnership with global sales operations team to ensure clear line
    of sight to performance, forecasting and pipeline through effective metrics, reporting and dashboards.

Leadership and Collaboration:

  • Lead the Research Office Sales teams in North America and Europe.
  • Work closely with the Managing Director- Research Office in evolving and executing the Research office go to market strategy.
  • Collaborate very closely with other members of the WoSG Sales leadership team to ensure consistency in areas including  commercial policy, market messaging, sharing of best practice.
  • Establish strong partnerships across matrixed functions such as product, service, marketing, to collaborate on solutions which help remove roadblocks/barriers to execution.
  • Attract, retain and grow world-class sales talent, understand the current bench-strength of the teams and work in partnership with HR and Talent Associates to address any development gaps in a timely manner.

Knowledge, Skills, and Qualification:                                                                                                                          

  • An executive “presence,” whether for internal or external purposes, combined with the ability to articulate Clarivate’s strategy to leaders within the public or private sectors.
  • Bachelors degree preferred
  • 10+ years experience of Sales Leadership with a strong focus on solution selling.
  • Track record of High Performance Delivery:  successful experience in leading high performance, results-oriented teams with a sense of urgency and commitment to quality.
  • Strong background in a domain-related sector is desirable but not essential.
  • Experience of profitably selling consulting / professional services would be a bonus.
  • Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities accordingly.
  • Demonstrated ability to work collaboratively across different functional areas (e.g., product, service, pricing, marketing, etc
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