Reports To: Global Head of Sales and Service, IP & Science
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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.
Provides leadership and oversight for a global sales team
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