Inside Solutions Account Manager

Ready to grow business across Europe’s top scientific institutions?

Do you thrive on seizing opportunities in complex, consultative sales?

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 on specific Specialty Journals products. You are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth. The territory comprises of several countries across Europe.

• 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 and researchers demands. Joint account planning may be required with the Account Manager - Research;
• Sales: Conducts needs analysis and qualifies leads and works with Field Account Managers and Inside Sales Account Managers 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 Account Support Coordinators. Works closely with Account Support Coordinators to leverage insights to drive additional sales activities.

Responsibilities

• Meeting overall revenue targets for a portfolio of Specialty Journals Products;
• 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 other Account Managers frequently;
• 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, preferably academia;
• Have knowledge in regional or national research programs, collaboration networks, and key opinion leaders;
• Excellent command of English is required; Spanish and/or Dutch is welcome.

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, 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 well-being and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
- Dutch Share Purchase Plan
- Annual Profit Share Bonus
- Comprehensive Pension Plan
- Home, office or commuting allowance
- Generous vacation entitlement and option for sabbatical leave
- Maternity, Paternity, Adoption and Family Care leave
- Flexible working hours
- Personal Choice budget
- Variety of online training courses and career roadshows
- Wellbeing programs and gym facility in the office
- Internal communities and networks

- Various employee discounts

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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