Account Manager - España - Elsevier

Descripción

Are you skilled in consultative selling, with a background in complex solution-sales approaches?

Are you passionate about developing customer relationships that contribute to the overall success of the organization?

About our Team

Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world's richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes.

About the Role

You will focus on growing your respective Solutions line through new sales and maintenance/growth of current base (renewals and upsell/cross-sell). Account Managers have 3 flavours - Research Intelligence, Life Sciences, or Engineering. You are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.

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 upsell, with proper early planning and risk assessment managing resources towards minimizing risk. Ensures that uncontested renewals are effectively managed by the Renewals Desk.

Responsibilities

• Meeting overall revenue targets for a portfolio of scientific databases and solutions, including Solutions Products and Content Licensing.
• Employing a consultative approach to understand client needs and translate them into realistic propositions and packages. Ensuring these are aligned with the company's sales strategy.
• Formulating strategies tailored to market needs, aligning sales approaches with company policies, and implementing account strategies addressing differentiated needs.
• Executing annual account planning, collaborating with Account Managers when necessary.
• Reviewing sales results and forecasts regularly using tools like Clari, adjusting actions accordingly.
• Collaborating with regional and federal government agencies to develop projects for scientific databases and solutions.
• Gathering, monitoring, and evaluating information, providing market feedback to enhance product development and go-to-market strategies.
• Participating in trade shows and conferences, with agreed outcomes.

Requirements

• Have a University degree, Masters or degree in a technical field.
• Have extensive sales experience at senior levels and a background in complex solution-sales approach - "consultative selling".
• Able to operate on an operational, tactical and strategic level with experience in building out (expanding) business with a customer.
• Be self motivated and driven with a proven track record selling technology and solutions.
• Be passionate about building relationships with multiple internal and external stakeholders (e.g. senior levels)
• Experience in strategic account planning; can connect the dots within customer's institutions.
• Experience selling enterprise software and working in an international matrixed organisation.
• Experience working in or with research administration and management functions.
• Have knowledge in regional or national research programs, collaboration networks, and key o pinion leaders.

Work in a way that works for you

We promote a healthy work/life balance across the organisation. 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 flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working for you

We know that your wellbeing and happiness are key to a long and successful career, as this role is global, benefits may vary according to your location. These are some of the benefits we are delighted to offer:

• Health care plans and benefits
• Modern Family Benefits, including maternity, paternity, adoption and surrogacy
• Life assurance and accident policies
• Comprehensive pension and retirement plans
• Access to learning and development resources
• Your recruiter will advise you on the benefits package for your location
  
  

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.

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: .

Elsevier is a global information analytics business that helps institutions and professionals advance healthcare, open science 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, 38,000 e-book titles and many iconic reference works, including Gray's Anatomy. Elsevier is part of RELX Group. With a wide range of technology jobs, commercial and business jobs, and graduate jobs, there is a part for everyone to play. We need talented people to help us inspire ground-breaking research.

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