We are looking an ambitious Account Manager in China, are you the one?
Are you interested in joining a platform aims to enhance the way scientists and professionals at work?
About 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.
About the Job
Account Manager – Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and upsell/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.
- 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.
Key Result Areas / Primary Accountabilities
- Achieve overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing.
- Understand client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
- Formulate focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts.
- Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
- Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM.
- Participation in trade shows and conferences, with agreed outcomes.
- Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives.
Integrate and process information derived from current projects, customers, market awareness and technical knowledge.
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Qualifications – (education, competencies, skills, experience)
- University degree, Master or degree in a technical field is advantageous.
- Sales experience at senior levels (minimum of 3 years)
- Proven track record selling technology and solutions
- Self-motivated and driven.
- Love 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.
- Preferred experience and knowledge of specific Research Intelligence solution areas
- Background in complex solution-sales approach - “consultative selling” (minimum 3 years)
Strong communication (verbal and written) and presentation skills.
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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 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:
Medical and Life Insurance: Coverage for Medical and life risk.
- Long-Service Award: Recognition for loyalty and dedication.
- Marriage and New Baby Gifts: Celebratory tokens for special life events.
- Festivals and Birthday Gifts: Spreading joy on occasions that matter.
- Annual Medical Check-up: Prioritizing employee well-being through regular health check-ups.
- Flexible Benefits via CIIC Platform: Personalized benefits accessible through a user-friendly platform.
- Paid Time Off: Annual Leave, Flex Family Care Leave, Birthday Leave, Marriage Leave, Compassionate Leave, Medical and Hospitalization Leave, Examination Leave Gazetted Public Holiday
- Family Care leave (Maternity/Paternity Leave and Adoption Leave)"
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.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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 or please contact 1-855-833-5120.
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We are 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.
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