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Academic Account Manager
Elsevier
Chicago, IL, United States
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Are you the experienced Account Manager (AM) with a track record in selling information tools, eager to contribute to our Global Sales division! Our Academic Account Manager vacancy can be your next challenge!
The Account Manager plans and manages the overall account base within major academic research universities. They work with multiple stakeholders in the university research community and research libraries, and is the primary strategic account owner driving the overall Elsevier business (all research products) at the account in his/her territory.
Working together!
The AM is the main strategic account planner – ensuring other sales roles and Elsevier stakeholders are aligned with the overall account strategic plan and account engagement plan. The AM encourages, facilitates and leverages the other sales roles (Solution Sales Manager, Customer Consultant) in order to optimize Elsevier‘s business at the account –working with Solution Sales Managers(SSM) to drive new sales of specific solutions, and working with Customer Consultants(CC) to ensure customers get the most value out of our solutions so as to secure renewals and future growth.
You will report to the Regional Account Director. This position is Home Based and will be situated within the Northeastern Region of US.
Your division/department/area/region
Academic Account Manager -Territory- Key accounts in Northeastern Region of the US
Your responsibilities
• You are responsible for customer loyalty and customer satisfaction. This means you are the expert on the customer; you know everything about the customers’ business, strategy and research needs, budgets and competitive products at the customer. You translate this knowledge into implications for the holistic Elsevier value proposition and the solutions we offer.
• As the Account Manager you are responsible for meeting or exceeding the annual revenue targets and achieving long-term growth of overall Elsevier business at the account or territory. Next to that, you will deliver the content value story to the customer (institute, library and researchers) and drive customer value perception of Elsevier content, products and services. Leads or drives high value, complex and potentially highly political negotiations (e.g. at consortia or country level)
• AMs are responsible for successfully meeting current year and longer term revenue growth goals by working together with the other sales roles (SSM/CC) as a tight-knit team in the territory.
• AMs interact with various stakeholders at an account – not just the commercial buyer – and work to transform the value perception of Elsevier‘s core offering with researchers at the account.
• Build long-term Elsevier success in your territory.
• Responsible for new-sales for ScienceDirect Journals, backfiles, ebooks; Mendeley; Production & Hosting
• Responsible for strategic account planning, ensuring appropriate input from other stakeholders, and focusing on the customer’s business strategy.
What we offer
We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive.
Variable Compensation
• Variable compensation driven by total revenue performance vs targets for the year.
• Commission paid on total revenue (all products), including new sales and major active renewals.
• Bonus plan subject to the company annual results
• Flexible working arrangements
• Additional benefits, like memberships of Elsevier’s magazines, discount on books and other facilities
• Several local and global networking communities to share best practices and knowledge
• Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, healthcare and protect the environment.
Trainings
• Sales Academy offering as per your defined Learning Path.
• Miller Heiman account and opportunity planning training.
• Vantage negotiation and consultative selling training.
• World of the Researcher training.
• Numerous training, coaching and e-learning modules for long term job opportunities and development
An assessment or business case could be part of our selection procedure. Please be aware that we request references and a copy of your diploma in the offer stage.
Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on MD Consult to get critical information that can save lives. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. 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.