Regional Sales Manager, China

Regional Sales Manager, China

Reports to:National Sales Manager, China

Company:Wolters Kluwer Health | Ovid

 

Division: Wolters Kluwer Health | Medical Research

 

Direct reports:0

 

Location:Shanghai or BeijingTravel required:40-60%

(depending on location)

 

 

 

 

 

Job Purpose:  Manage and grow an existing sales territory with in China

 

  • Maximizing renewal sales and achieving increased account penetration with existing clients in the academic, medical, government and corporate sectors in the designated region.
  • Identifying new opportunities with new customers within your assigned region, in line with company and territory growth strategies.
  • Inputting all of the sales opportunities (direct and channel) into the supplied CRM Tool to develop and manage your regional sales pipeline to ensure achievement of monthly, quarterly and annual sales goals.
  • Maintaining agreed sales activity targets for face to face calls and strategic phone calls on a monthly basis.
  • Developing strategic relationships with key accounts including clinical staff, senior hospital management, senior librarians, academic faculty as well as other influencers in the sales process.
  • Entering data into the supplied CRM Tool in a timely manner to maintain account records, accurate contact information and manage sales activity.
  • Submitting weekly and monthly reports detailing sales projections, pipeline and activity levels, to management
  • Working with assigned customers and internal colleagues to implement a strategy, to promote, integrate and increase usage of Ovid resources
  • Developing and maintaining comprehensive product knowledge and product demonstration skills
  • Developing and maintaining knowledge of the key facets of e-publishing and the delivery of online information; as well as an understanding of competitive products offerings.
  • Prepare and implement territory and key account plans in and work within assigned travel budgets.
  • Attend trade shows, sales meetings and industry events as required.
  • Work closely with colleagues in Beijing, Hong Kong and within the Asia Pac region.

 

 

Requirements:

 

  • At least 3-5 years proven sales experience in both account management and new business – ideally gained from selling in the library / information market.
  • Proven track record of achieving sales targets.
  • Experience negotiating complex sales including consortia and government tenders.
  • Comfortable establishing contact and selling to all levels in the organization including physicians, medical librarians and senior figures.
  • Willing and able to travel extensively within the territory (approximately 40-60% of the time which may vary by quarter, as well as by home location) as well as International company meetings.
  • Excellent verbal and written Chinese language and strong English language skills
  • Excellent communication, presentation and interpersonal skills.
  • Able to think outside the box and confident in expressing ideas.
  • Able to build rapport with people easily, at any level, and develop long term relationships.
  • Well organized and with a strong attention to detail.
  • A team player, able to work autonomously as and when required
  • Strong knowledge of, and understanding, of a CRM system e.g. Salesforce.com - or similar
  • Confident presenting to a diverse audience
  • Understanding of distribution channel management and local billing agency businesses and processes
  • Excellent IT skills – including Microsoft Word, Excel and PowerPoint
  • Motivated to achieve and exceed set sales and performance goals.

 

Required Education Level: Degree level or higher.