RELX Group Head of Life Sciences in Amsterdam, Netherlands

Head of Life Sciences

Category: Editorial

Location: Amsterdam, North Holland, Netherlands

Additional Locations:

Frankfurt, Hessen, Germany

The Head, Solutions Marketing for the Life Science Solutions portfolio is a strategic and highly visible marketing leadership position for the Life Science business unit in Elsevier's Research business. The Head, Life Science Solutions Marketing would be tasked with applying leading edge marketing and value based selling concepts in the Digital / SaaS space to support commercial objectives of the information solutions portfolio i.e. develop the value proposition based on customer and market research, create the key messaging & value stories, enable the sales channel, drive commercial programs and work with other marketing functions to drive Awareness / Demand Generation and Retention objectives. This role would also drive work closely with the Life Science product teams to influence the development and life cycle management across the portfolio to ensure commercial impact. A particular focus of this role would be to drive growth of the Chemistry solutions within the overall Life Science portfolio. This is a role for a seasoned, commercially focused marketer who is excited about working in the Information & Data Analytics space, has deep understanding of the Life Science / Pharma space and thrives in competitive situations and believes marketing can drive tremendous business impact!

This role is based in Frankfurt or Amsterdam , reporting to the VP Global Solutions Marketing & Sales Enablement.

Your responsibilities

Life Science Solution Marketing Team Leadership

  • Lead a team of solution marketers, providing guidance and direction to ensure that the solutions marketing team contributes constructively and holistically to the Life Science Solutions business growth and objectives

  • Help to lead the marketing organisation from product centricity to customer-centricity including integration with partners and professional services

  • Represent Marketing in the Life Science Solutions management team to influence and align on business priorities and ensure those priorities are addressed through various Marketing programs and functions

  • Promote close working relationships with other teams, both within and outside Research Marketing as well as the Product and Life Science Sales team

Market, customer insights and competitor insights

  • Develop a deep understanding of the Life Science R&D space, key research domains / use cases, buyer / decision maker personas, end-users and their work environment and their pain-points

  • Drive a role for Solution Marketers in developing the 'VoC' and leveraging market / customer resaerch and Web / Usage analytics to influence product development and product roadmaps and contribute to new product development efforts

  • Develop a deep understanding of product functionality and role in the customer or user workflow

  • Work with Segment / Audience marketing (leverage segment analytics on white space) to determine growth opportunity by segment and key unmet buyer and user needs

  • Build a network of relationships in the R&D community and build on membership with the right representation

  • Drive the Life Science Customer Advisory Board

Value Proposition & Messaging

  • Drive development of a clear, compelling, evidence-based messaging framework aligning with key research outcomes / decisions in the Life Science R&D space that positions the value of our solutions in addressing the use cases

  • Ensure the messaging framework is tailored for the key segments and Audience / persona

  • Ensure creation of solutions-based content from this framework, such as white papers, blogs, and webinars, that reflects and reinforces the audience-focused messaging frameworks

Go to Market Planning & Execution

  • Work cross-functionally within marketing to develop and execute a Go To Market plan that addresses business objectives and priorities for solutions (e.g. New customer acquisition, Cross-sell, Retention etc.)

  • Drive runway & account prioritization plans and evidence-based market share & penetration targets in in discussion and alignment with Sales and Product (and as the basis for targeted acquisition, upsell and cross sell programs)

  • Work with the Marketing Delivery (MarComm & Mktg. Operations) as well as Segment / Audience marketing teams to execute on these programs

Sales Enablement

  • Drive interactions with sales leadership and management to understand current commercial opportunities and challenges / priorities with the portfolio / solutions

  • Drive Solution Marketing team to identify and prioritize sales enablement content / training needs and execute a clear sales enablement agenda around that

  • Leverage web analytics to understand usage behaviour and statistics and create evidence base for customer value stories i.e. how they are deriving value from our solutions

  • Work with Sales Enablement function to create clear sales training programs related to the commercial priorities and ensure delivery by relevant Solution Marketers as subject matter experts

  • Work with sales management to create Commercial programs aimed at driving new sales or revenue goals

What you should bring

  • Skilled in driving market and customer research and synthesizing insights

  • Skilled at defining positioning strategies, branding and messaging

  • Develops value / selling proposition that links effectively to commercial impact for customer

  • Well versed with B2B sales dynamics and sales enablement; understands best practices

  • Able to combine strategic thinking capabilities with focus on execution

  • Good understanding of Digital marketing and various capabilities; understands how various marketing channels can be leveraged

  • Strong grounding in utilizing Analysis for business advantage

  • BS / MS ideally in Chemistry or related Life Science domain; MBA / Business management degree highly desirable

  • Experience in a commercial role i.e. potential strategic product or solution marketing influencing commercial strategy

  • 10+ years in a strategic / solution / segment marketing or related role in a B2B marketing environment

  • 3+ years of demonstrated managerial experience, managing teams

  • Experience in Life Science / Pharma BioTech industry and knowledge of the domain highly preferred

  • Extensive experience in designing and executing successful marketing strategies in a multinational organization

  • Highly effective in a matrix organization, able to collaborate and manage multiple stakeholder relationships

An assessment or business case could be part of our selection procedure. A pre-employment screening will be part of our recruitment procedure.

Elsevier does not accept unsolicited assistance from vendors including and without limitation, search firms, staffing agencies and recruiting agencies for this employment opportunity. Resumes submitted by external vendors and third parties to any employee via-email, the Internet or any other method without a valid, written underlying agreement between parties for this position will not be considered. No fee or other compensation will be paid in the event the applicant is hired by Elsevier as a result of an unsolicited introduction