Account Manager Research Sales

About the Role:

Our Account Manager – Research focus on growing their respective Journals, Ebooks and Open access solutions line through new sales and maintenance / growth of current base (renewals and upsell/cross-sell). Account Managers (AM) being experts in their respective product lines and solutions. AMs are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.

AMs will work closely with Account Managers depending on the account and go to market strategy.

Pre-sales: Responsible for developing account plans across their respective product lines to deliver a cohesive value story and support revenue goals, including identifying key stakeholders, understanding budget process, SWAT analysis etc. For Segment 1 accounts and others as directed, joint account planning may be required with the Account Manager - Solutions.

• Sales: Conducts needs analysis and qualifies leads and works with different stakeholders that are sold along with cross-functional teams. Prepares for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.
• Post-sales: Follows timely and process driven handover to CSM. Works closely with CSM to leverage insights to drive additional sales activities.
• Renewals: Manages and closes renewals on time and on budget, maximizing opportunities for cross-sell and upsell, with proper early planning and risk assessment managing resources towards minimizing risk. Ensures that uncontested renewals are effectively managed by the Renewals Desk.
• Countries to manage: Colombia as focus, Peru, Ecuador, Panama, Paraguay.

Responsibilities:

• Achieve overall revenue targets for a portfolio of Content Licensing.
• Understand client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
• Formulate focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts.
• Annual account planning and execution (jointly with Account Manager where required)
• Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
• Work closely with regional and government agencies to develop projects for scientific solutions.
• Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM.
• Participation in trade shows and conferences, with agreed outcomes.
• Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives.
• Provide market feedback to enhance product development for a more customer-focused product.
• Integrate and process information derived from current projects, customers, market awareness and technical knowledge.
• Ensure Salesforce is always up to date.

Requirements:

• University degree, Master or degree in a technical field is advantageous.
• Sales experience at senior levels - “consultative selling” (minimum of 10 years)
• English expert - Strong communication (verbal and written) and presentation skills.
• Able to operate on an operational, tactical and strategic level.
• Proven track record selling technology and solutions
• Love building relationships with multiple internal and external stakeholders (e.g. senior levels)
• Experience in building out (expanding) business with a customer.
• Experience in strategic account planning; can connect the dots within customer’s institutions.
• Preferred experience and knowledge of specific Research Intelligence solution areas
• Experience selling software.
• Experienced in working in an international matrixed organization.
• Knowledge in regional or national research programs, collaboration networks, and key opinion leaders.

Work in a way that works for you:

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

Working for you:

We know that your well-being and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Prepaid Medical/Dental Plan
• Gas Voucher
• Life Insurance
• Meal/Grocery Voucher

About the business:

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

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Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: https://forms.office.com/r/eVgFxjLmAK , or please contact 1-855-833-5120.

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