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

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

Director, Government Accounts

Key skills