Job Description

Clarivate is a leading global provider of transformative intelligence. We offer enriched data, insights and analytics, workflow solutions and expert services in the areas of Academia & Government, Intellectual Property, and Life Sciences & Healthcare. Our solutions combine deep domain expertise with curated data and advanced analytics to help customers accelerate innovation, make confident decisions and solve complex challenges. Millions of researchers, professionals and organizations around the world rely on Clarivate to advance discovery, protect ideas and improve outcomes.

The Product Sales Manager (PSM - Content) drives revenue with key library customers and stakeholders in the higher education and government markets. In partnership with Account Manager and Renewal Account Manager colleagues, you will be responsible for communicating and demonstrating Clarivate’s value to increase libraries’ ProQuest aggregated subscription business. We have an upbeat and collaborative team culture aimed at winning in a competitive environment.

We are looking for a Product Sales Manager, based in Mainland China, to join our content sales team for a role created to replace a departing team member. This is an exciting opportunity to join Clarivate and work with industry recognized services including ProQuest, Web of Science, and Ex Libris. The content sales team comprises 5 people and reports to the Senior Sales Director, APAC. We would love to speak with you if you enjoy developing customer relationships, uncovering opportunities for new business, creating a sales strategy for your region, and driving a territory plan.

About You – experience, education, skills, and accomplishments

• Bachelors’ degree (or equivalent) plus at least 4 years’ related sales experience in a comparable industry and/or to a comparable customer base, or equivalent combination of education and experience.
• Proven track record of initiating and managing complex, high value accounts and generating new business.
• Strong sales negotiation skills at every level of client organizations, while influencing and selling to executive-level decision makers.
• Ability to analyze, compare, evaluate, and draw meaningful conclusions and action plans from data; and ability to accurately forecast, as well as generate and report on key sales metrics.
• Strong interpersonal skills, with ability to professionally build and maintain strong relationships with a diverse blend of personalities and levels of authority to reach resolution.
• Demonstrated proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, Teams, and related software relevant to the role.
• Can effectively create and deliver customized sales presentations and proposals based around individual customer needs.
• Native Mandarin speaker with full professional English fluency
• Ability to travel throughout Mainland China and internationally.

It would be great if you also had . . .

• Direct involvement with managing supplier-distributor relationships
• Demonstrated ability to effectively utilize SalesForce.com or other related software tools relevant to the role, and adhere to assigned sales methodology.
• Experience selling into higher education institutions, libraries, or other large organizations
• Track record of winning tender/RFP responses
• Relationships with Chinese import / export agents and publishers

What will you be doing in this role?

• Typically taking the lead in scheduling meetings and delivering product demonstrations with key decision makers and influencers in library.
• Qualifying top opportunities based upon key initiatives and product roadmap driven from sales leadership for the product sales team; collaborating with Account Managers on overall territory and specific account plans.
• Leading product sales forecasting in collaboration with Sales Directors. Accurately delivering weekly forecasts with input from Account Managers.
• Maintaining pricing ownership with direction from pricing team.
• Leading initial training for specialty products, engaging training team when appropriate

About the Team

You will be directly involved with two sales teams within Clarivate while indirectly working across multiple other internal groups and stakeholders. Your primary team are colleagues responsible for selling related parts of the ProQuest subscription portfolio within your designated region and set of accounts. With these colleagues you will develop a shared plan and objective for each customer. Your other sales team comprises colleagues with the same role as you, but with different customers and geographic region. In this team we work together to share ideas, repeat successes, and develop best practices.

This role involves selling into academic and government institutions across Mainland China.

Hours of Work

• This position is partially field-based with some work and responsibility located in a corporate office.
• Frequent travel is required (40-50%)
• This position requires weekday (Monday - Friday) attendance with scheduling flexibility available around core working hours. Some weekend attendance is required, typically for travel and industry/trade events.
• Every position requires certain physical capabilities. Clarivate seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties when possible.

At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.