Global Head of Sales, Life Sciences

Thomson Reuters - IP & Science
Job Location
London, Boston, Philadelphia or Alexandria, VA
Job Description

Reports To: Global Head of Sales and Service, IP & Science

Thomson Reuters is the leading source of intelligent information for the world's businesses and professionals, providing customers with competitive advantage. Intelligent information is a unique synthesis of human intelligence, industry expertise and innovative technology that provides decision-makers with the knowledge to act, enabling them to make better decisions faster. We deliver this must-have insight to the financial and risk, legal, tax and accounting, intellectual property and science and media markets, powered by the world's most trusted news organization.

The IP & Science business of Thomson Reuters delivers innovation global solutions. We partner with our customers in the public and private sector to enable the discovery, development and delivery of the world’s greatest innovations. Our life sciences knowledge and information are essential for drug companies to discover new drugs and get them to market faster, for researchers to find relevant papers and know what’s newly published in their subject, and for businesses to optimize their intellectual property and find competitive intelligence. Today we are the established and authoritative pharmaceutical and biotechnology information resource, and the industry authority on the global generics market. Both innovators and generic manufacturers trust us because our integrated solutions contain an unrivalled breadth and depth of timely, relevant strategic information from multiple databases, delivered on powerful platforms, accompanied by intuitive analytical tools, and backed up by dedicated support teams.
All over the world, decision-makers depend on us for the essential knowledge that can justify their strategies, promote outstanding research and business growth, and keep them abreast of the market.

Main Purpose of Job:
This critical leadership position will be responsible for managing the global sales function for the Life Sciences business.
The successful candidate will be accountable for achieving overall sales revenue for Life Sciences while partnering with key stakeholders across the business. Reporting to the Global Head of Sales for the IP & Science business, the individual will work collaboratively with functional management teams and other internal stakeholder groups and be responsible for building effective relationships in order to ensure the business meets its growth targets.
Direct Leadership:
Provides leadership and oversight for a global sales team

Key Accountabilities:

Sales Execution & Performance
•Drive to achieve plan and overall revenue target for Life Science (both New Business and Renewals globally)
•Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders)
•Implement robust and ongoing performance measures and reviews to drive strong sales execution
•Continually performance manage poor performance and hold the sales leadership team accountable for driving this through the organisation
•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
•Ensure on-going optimization of the sales function and develop a structure that ensures alignment of top sales reps to highest opportunity/growth accounts
Leadership & Collaboration
•Provide strong leadership and management of the global sales team
•Set a clear direction for the team and ensure priorities are clear at all times
•Provide thought leadership world class sales organization and customer centricity culture development
•Proactively seek out and seize opportunities to collaborate with partners across the business to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development
•Work in partnership with the IP&S central functions to collaborate on solutions which help remove roadblocks/barriers to sales execution
•Work in partnership with GGO IP&S leads and Market Development Director to ensure LS product portfolio is well understood and embedded through GGO to accelerate GGO sales
•Partner with Global Heads of Sales across the IP&S business to further drive & leverage any cross-sell opportunities
•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 qualifications:

•10 - 15 years of sales experience and leadership in organisations that drive growth in revenue, number of customers and lifetime value of customers
•Experience in solution sales, and sales broader than just content strongly preferred; having a good understanding of sales in the services and consulting space also desirable
•Understanding of sales in a software, workflow and content technology environment strongly preferred
•Experience in the Life Sciences sector desirable; advanced degree in business, technology or a related field preferred
•Experience of integrating sales functions through acquisitions preferred
•Strong execution focus and ability to develop solutions and strategies to further accelerate growth in untapped markets
•Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities accordingly
•Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixed organization as well as with external stakeholders
•Exceptional leadership skills with the ability to motivate and inspire others to perform and achieve results within a diverse team
•Executive level interpersonal and problem solving skills with the ability to successfully influence and quickly build credibility to maximize organizational growth and profitability
•Advanced written and verbal communication skills
•Strong business and analytical acumen

Thomson Reuters employees take pride in providing our customers around the world with information that is timely, accurate, unbiased and trusted. We have a profound respect for the professions and customers we serve and define our success in terms of their success. Our work environment is dynamic, innovative and entrepreneurial. We have a result-oriented culture that demands excellence, agility, and the desire to move quickly and precisely to seize opportunities. Our environment is both challenging and supportive - we give employees the opportunity to develop their skills and do their best work.

How to Apply
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