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Government Account Manager, Clinical Solutions
Elsevier
Philadelphia, PA, United States
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We’re looking for motivated, action-oriented, self-starters to manage and increase sales with existing Government customers.
Purpose of the Role:
The Elsevier Clinical Solutions Government Account Manager is responsible for the renewal of existing government business and execution of single site Clinical Solutions opportunities. This individual will be experienced in selling to the government, a self-starter and highly motivated to perform above baseline standards. The individual in this role will initiate daily communication to federal customers and internal stakeholders in the organization. This individual will be required to meet deadlines, exercise sound judgment, and display good decision making skills within the framework of company and departmental policies/protocols.
The Government Account Manager will represent the following product suites:
Clinical Reference Suite: Elsevier’s flagship products, our Clinical Reference Suite is designed to answer clinical questions for practicing physicians, nurses and pharmacists at the point of care.
Learning and Competency Management/Performance Management Solutions: Used to track training and knowledge acquisition, these solutions help develop and maintain a high performing team, which ensures consistent top performance in patient care and administrative management through evidence-based interactive training.
Clinical Practice: Care Planning, Gold Standard Drug Database (GSDD), Order Sets, Stanson Health CS & Analytics, Revenue Cycle, Coding and Compliance
Patient Engagement: ExitCare & ExitCare Onscreen, VUCA Health(partner), Health Library, Professional Practice Services, Wiser Care (partner), GetWellNetwork (partner)
Via Oncology: Via Oncology is a national leader in decision support tools for cancer.
Job Responsibilities:
• Manage the contract renewal lifecycle (customer engagement, metrics reporting, contract approvals etc.)
• Identify and execute new opportunities within the federal segment.
• Manage quotas and project plans to achieve set goals.
• Coordinate proposal development and responses to government solicitations.
• Ability to educate internal stakeholders on government processes, budgeting and acquisition methods.
• Incorporate vision, forward looking focus, best practices and customer centric attitude into managing the government business.
• This position will report to the VP of Corporate/Gov’t Accounts.
Key Competencies Required:
Sales ability: Using appropriate interpersonal styles and communication methods to gain acceptance of a products, service or idea from prospects and clients.
Customer Focus & Connecting: Works within the Customer Focus core value and regularly communicates with customers to understand their needs and views.
Building Relationships: Establishes rapport with others on the team and across teams and works effectively with others to get work done.
Driving for Results: Works hard to achieve results and promotes a strong sense of urgency for reaching goals.
Collaboration and Teamwork: Encourages co-operation between all members of the team. Identifies opportunities for further collaboration across teams.
Communication: Clearly conveying information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message
Our Requirements:
•Minimum of two (2) years of outside or inside sales to the DoD/VA/HHS, prefer 5 years of experience in the government space.
•Minimum of four (4) years account management (sales) experience, preferably in the Healthcare industry.
•Experience selling a technical solution, content or an educational product.
•Functional knowledge of the Federal Acquisition Regulation (FAR).
•Bachelor’s degree in a business-related field. (May be waived for substantial experience).
•Firm knowledge and understanding of government acquisition processes.
•Demonstrated ability to lead, coordinate and manage solicitation responses.
•Ability to manage competing priorities in a high-volume work environment.
•Strong skills in Excel, Word, Outlook and CRM platforms such as SalesForce.com.
•Excellent verbal, written, and presentation communication skills.
•Ability to deal effectively with all employees and external business contacts while conveying a positive, customer oriented attitude.
•Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
•Ability to travel 15%.
We Offer:
• Competitive salary, based on experience
• Generous commission and bonus plan based on performance, which is uncapped
• Excellent medical, dental and 401K benefits
• All expenses and travel paid
• Excellent training program, to aid in a fast start
• Numerous online resources to assist with your self-development and career progression
• An opportunity to grow and advance within a global organization
• Elsevier is an Equal Opportunity Employer
Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers.
Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, more than 35,000 e-book titles and many iconic reference works, including Gray's Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries.
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.