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Wolters Kluwer VP Product Strategy in Boston, Massachusetts

The Vice President Product Strategy is a high profile and critical job responsible for delivering the $300M+ of annual revenues budgeted for the Medical Research sector within our highly innovative Health Division. This will include a combination of new product development, 3rd party content acquisition, construction and management of data-based GTM initiatives to guide sales and marketing effectiveness (including pricing optimization, lifecycle account management, upsell/cross-sell, and white space pursuit), deal construction and negotiation for large deals, driving execution of a high-growth acquisition strategy in the key growth markets including AI-enabled research and open access, and driving business growth strategies in key secondary Medical Research markets including discovery and life sciences.

Essential Duties and Responsibilities:

  • Serve as key business partner to sales team in all negotiations for larger deals and strategic deals (deals with consortia, governments, read-and-publish requests, CROs and large biopharma, and all software sales)

  • ​Drive stronger value-oriented presentation approach by business to key external clients, emphasizing value of Ovid, long-term business commitments, growth roadmap

  • Serve as lead decision-maker on key contractual and business terms, including multi-year pricing, open access offsets, cybersecurity protocols, reproductive rights, product swaps, regulatory compliance, etc.

  • Coordinate all internal teams as needed to achieve final negotiations on strategic deals, including sales, marketing, legal, pricing, finance, technology/cybersecurity, risk management, and others

  • Guide 3rd party content acquisition group to drive consistent year-on-year growth in content partner revenues

  • Direct ongoing productive win-win negotiation on trading terms with core partners to enable WK to continually scale revenues on the aggregation side of Ovid

  • Set focus areas underpinning steady pipeline of new opportunities with external partners and manage content acquisition team to progress opportunities through signing to build WK’s market presence in clinical innovation, medical education, differential diagnosis, virtual surgery, real-world patient data, patient education, and so on

  • Establish robust process for driving GTM processes around all content signings to ensure achievement of high growth expectations.

  • Manage and oversee all go-to-market (sales and marketing) strategies from business/product perspective to ensure that all GTM activities follow a structured, data-based approach to market development

  • Coordinate Business Intelligence function to continually improve GTM initiatives, yielding thousands of vetted, data-based sales opportunities for sales team to pursue

  • Coordinate Pricing team in alignment with strategic pricing goals, utilizing business intelligence to optimize pricing power for high-potential customer niches, pushing harvest pricing for end-of-life segments, and optimizing pricing levels for at-risk customers across 10,000+ institutional Ovid customers

  • Manage Product Strategy team to guide GTM initiatives and tracking for 100+ distinct Ovid products, optimizing value proposition, customer match, pricing negotiation, and cross-sell upsell for each

  • Drive White Space growth strategy by utilizing customer research to create expansion opportunities for sales and marketing teams, and managing lead-to-cash efforts to capture new business opportunities

  • Coordinate product marketing and central marketing activities to ensure transition from product-centric to account-based marketing in all outbound activities

  • Drive M&A activities for Medical Research sector

  • Collaborate closely with Health division M&A group to build and convert steady pipeline of acquisition targets in Open Access, systematic review, real-world patient data, and clinical innovation to drive Medical Research growth goals

  • Directly manage appropriate acquisitions to successfully integrate and scale them within the Medical Research team

  • Drive high growth strategy in strategic global Open Access market for HLRP

  • Continue to accelerate current high growth rates in Gold OA publishing through collaboration with publishing team on aggressive launch of new journals, accelerated marketing to global medical research community to drive paper submissions, and acceleration of key international OA journals including Medicine

  • Continue to accelerate high growth rates in Hybrid OA publishing through close collaboration with Society journals team to launch new OA journals, including through direct presentations to Society leadership and market size analysis

  • Build new function within Medical Research to develop proprietary content/technology Ovid modules addressing key market needs (such as healthcare regulation, diversity, differential diagnosis, social determinants of care) to drive high-growth with the Ovid area

  • Design and build business case for department of product managers with strong background in healthcare market

  • Establish product workflows, including market research, pipeline management, content development, and GTM, to drive steady pipeline of 3 – 5 new products per year

  • Manage product marketing and sales to build pre-launch market interest, convert early adopters, and scale revenue impact globally

  • Collaborate closely with Direct of Product Marketing to drive optimization of revenues from print circulation of all journals

  • Coordinate channel manager team to drive high performance in retention and new customer sales for institutional circulation across Ebsco, Prenax and other global agents

  • Drive collaborative tracking and management process for individual circulation worldwide through coordination of publishing, marketing, and customer service teams to drive retention, win-back, and new customer acquisition programs

  • Drive strategic and tactical pricing across all print products

  • Oversee all operational activities necessary to smooth functioning of the medical research business, including content loading and refresh, pricing requests to 3rd party partners, regulatory and compliance activities, sales training and enablement, royalty calculations and presentations, and other

  • Support VP of Medical Segment as part of high-level business strategy development, team culture creation, market problem-solving, and other group-wide activities as needed

Job Qualifications:

Education: B.A. or B.S. degree required

Required Experience:

  • Minimum 10 years at management level in an information industry

  • Strong background in driving P&L from a business/product perspective in a B2B information space, or strong background in senior sales leadership in B2B information space required

  • Global experience essential

  • Experience in driving M&A from business perspective required

Preferred Experience:

  • Immediate background in healthcare/medicine markets extremely helpful

  • Background in STM journals publishing helpful

Other skills and abilities:

  • Strong project, program, and portfolio management skills essential

  • Strong financial acumen

  • Ability and willingness to travel extensively to meet business goals and objectives

  • Collaborative team player with excellent verbal, written and interpersonal communication skills and extreme attention to detail

  • Ability to thrive in a fast-paced environment and manage multiple projects effectively

  • Excellent executive-level people leadership skills, including talent development, project management, resource allocation, and crisis resolution

  • Extensive experience in direct customer presentation and negotiation

  • Strong background in contract negotiation/management

  • Strong experience in managing strategic pricing activities

EQUAL EMPLOYMENT OPPORTUNITY

Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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