Account Manager

Are YOU looking for a NEW CHALLENGE in helping customer be successful in using Elsevier's solutions? You think you do then please apply for this great opportunity:Account Manager - Solutions
Our Company
Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content. In this way, we empower those communities to contribute to social progress, to enhance human well-being and to share and expand the breadth of human knowledge.
Purpose of the Job
Account Manager - Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and up-sell/cross-sell). Account Managers (AM) have three flavors - Research Intelligence, Life Sciences, or Engineering, each 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-sale: 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 - Research.
Sales: Conducts needs analysis and qualifies leads and works with Solutions Engineer and inside sales in the cases of Workflow or other solutions 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 up-sell, with proper early planning and risk assessment managing resources towards minimizing risk. Ensures that uncontested renewals are effectively managed by the Renewals Desk.
Responsibilities:
Responsible for the revenue growth in existing customers. (e.g. universities, Medical research Institutes)
Support account team to demonstrate product value and ROI in the renewal process.
Uncover up-sell or cross-sell opportunities to grow total revenue base, and pro-actively share with account team.
Responsible for planning and execution of customer engagement plans for Elsevier life science solutions.
Responsible for building, maintaining, demonstrating, and sharing in-depth knowledge with customers and internal stakeholders.
Selling a portfolio of technical and/or nontechnical products and/or services and solutions directly to current and new end customers in the governmental sector.
Uncover up-sell or cross-sell opportunities in order to grow total revenue base.
Qualifications:
MSc in Pharmaceutical or Chemistry and/or Life Sciences related fields and experience
PhD is not essential but desirable
3+ years customer facing experience in Pharmaceutical or Chemistry industry
Experience in using chemistry or pharma related database or tools
Able to work as part of a team, accomplishing mutual team goals
Strong organizational, time management and self-learning ability
English & German on a conversation level
Frequent travel required (40%)
WHY ELSEVIER:
We promote a healthy work/life balance across the organization. With an average length of service of 9 years, we are confident that we offer an appealing working prospect for our people. With numerous well-being initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
Working remotely from home and at our office in a hybrid working style (if you wish to).
Working flexible hours - flexing the times you work in the day.
We are an equal opportunity employer with a commitment to help you succeed. Here, you will find an inclusive, agile, collaborative, innovative and fun environment, where everyone has a part to play. Regardless of the team you join, we promote a diverse environment with co-workers who are passionate about what they do, and how they do it.
Join a great Team!
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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 .
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