Account Manager, Clinical Solutions

Account Manager, Clinical Solutions

Do you enjoy building successful customer relationships?

Would you like to deliver a sales strategy that creates growth?

About the Team

Elsevier is the leading provider of medical information in the world providing over 25% of the world’s clinical content and serving over 20 million healthcare professionals. Our Clinical Solutions division is uniquely positioned to help our customers achieve success. We have a clear mission to use our evidence-based content to deliver better outcomes for patients. Across a complex care continuum and a diverse spectrum of care providers and patients, Elsevier offers solutions and services that help customers utilize and integrate content to improve professional practice, reduce care variability, engage patients, and promote a culture of quality, safety, and satisfaction – optimizing care delivery, the patient experience, and financial outcomes.

About the Role

As an Account Manager, you will partner with your accounts, calling on key stakeholders to measure and improve client satisfaction of our products, providing analysis of usage and metrics, identifying issues, developing strategies to mitigate issues, escalating appropriately and collaborating with Sales Executives and Representatives assigned to the account. In this role, you will build and manage relationships to identify opportunities for sales of new and additional Clinical Solutions products. You will be responsible for facilitating excellent customer support and value-added services to ensure high retention and renewal rates of our customers.

Responsibilities

• Building and maintaining effective long-term relationships and a high degree of satisfaction with key senior-level decision makers and influencers at assigned customer accounts which may include major strategic customers
• Achieving and increasing revenue targets per account by creating demand for Elsevier’s products
• Leading the negotiation of price and contract terms to ensure a win/win outcome for both Elsevier and the customer
• Exercising independent judgement with minimal supervision to develop strategies focused on customer retention, risk mitigation strategies, and renewal maintenance and growth
• Identifying key contacts and decision makers within customer organizations to develop and maintain relationships, understand their key priorities and drive value for our customers via frequent Health Checks and Business Reviews
• Collecting and entering all customer information, accurately into assigned systems to provide accurate reporting and forecasting of renewals and assure all compliance procedures are followed
• Serving as the main point of contact between potential customers and Elsevier.
• Advising and provide subject matter expertise on Clinical Solutions products based on the needs of key stakeholders
• Collaborating with all internal stakeholders (e.g., legal, sales operations, finance, credit control, commercial and product) and cross-functional teams in support of customer satisfaction
• Developing and maintaining proficient level of knowledge on commercially available Elsevier products
• Performing effective product demonstrations remotely to promote, drive, and deliver on product strategies
• Monitoring and educating yourself on any changes in products and/or services as well as market trends for assigned accounts
• Supporting the training of new team members as needed and providing input on progress to employee’s manager,

Requirements

• Have a minimum 2+ years of successful Account Management and/or Sales experience with a proven track record
• Experience selling a technology-based product to hospitals or health systems preferred.
• Experience in field Sales/Account Management, cold calling, or inside account management experience with a proven track record
• Adept at using CRM SalesForce.com + Microsoft Back-Office systems (Excel, Word, PowerPoint, Outlook, Teams)
• Able to think strategically and possess leadership skills
• Able to thrive in a fast-paced, deadline-driven environment
• Are detail oriented, a logical thinker, and a good listener
• Enjoy collaborating with teams to learn, share knowledge, design a strategy to solve problems and implement solutions
• Are Self-motivated with a keen desire to learn, improve industry knowledge, and share insights with customers
• Have a natural ability to build and maintain relationships with stakeholders and customers across the organization
• Able to use analytical skills to recognize potential sales obstacles and recommend solutions
• Are highly organized, with strong attention to detail and follow-through
• Have excellent presentation, communication, organizational, and analytical skills, and a customer-focused mindset.
• Able to travel overnight, generally up to 25% of the time or based upon the needs of the business and our customers

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 and study assistance, 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. These are some of the benefits we are delighted to offer

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

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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