The Key Account Manager RF West will be responsible for developing and managing the strategic relationships (including Library Directors, Deans and VPs of Research) at research intensive universities. This includes maintaining existing core business of Elsevier’s electronic products geared towards academic research while also driving effective penetration of new solutions and offerings for research executives, maintaining/increasing customer satisfaction levels, and handling all negotiations within defined terms and limits. Assigned territory will be focused on accounts in the western half of the United States.
Thoroughly understand academic market and be comfortable speaking intelligently about research.
Develop and execute a territory strategy
Monitor the stability of key accounts, i.e. market share, market image, financial liability,
Negotiate renewals of existing business while driving penetration of new solutions and offerings.
Monitor and execute consistent sales standards and tools (Account Planning, Siebel, Stakeholder Mapping, Miller Heiman)
Manages territory with defined number of large key accounts and establishes frequent contact with key customers by phone, at place of business and industry events
Helps build and execute negotiation strategy
Review monthly reports, document sales results and forecasts
Prepare and conduct effective sales presentations
Participate in tradeshows and conferences
Meeting and exceeding set sales quotas for assigned territory
Building and managing a quantifiable 12 month sales pipeline
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
Successful track record of overachievement of annual sales quotas
Maintain revenue base of portfolio of electronic products plus determined % growth per annum
Responsible for personal T&E budget
Manage the full stakeholder map around the key accounts; co develop a relationship beyond the librarian
Improve customer relations and customer satisfaction
Represent the company at customer events
Grow customer loyalty and satisfaction
Coordinate alignment between various segments in roll out of consortia deals
Work with account team as lead to achieve assigned objectives.
Mentor and develop others on account team
Sales ability – Using appropriate interpersonal styles and communication methods to gain acceptance of a products, service or idea from prospects and clients.
Customer Focus – Making customer and their needs a primary focus of one’s actions; developing and sustaining productive customer relationships
Building customer loyalty – Effectively meeting customers’ needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.
Building strategic working relationships – Developing and using collaborative relationships to facilitate the accomplishment of work goals
Contributing to team success – Actively participating as a member of a team to move the team toward the completion of goals.
Building trust– Interacting with others in a way that gives them confidence in one’s intentions and those of the organization.
Information Monitoring – Setting up ongoing procedures to collect and review information needed to manage an organization or ongoing activities within it.
Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on MD Consult to get critical information that can save lives. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. Elsevier is an Equal Opportunity / Affirmative Action Employer.