New Business Account Sales Manager (SCI000O0) New York, USA
| Salary: | Mid 6 figure salary |
Recruiting to fill fill roles in New York area, Mid West (Chicago, St Louis, Denver, Dalls) or California
Job Purpose
The New Business Account Sales Manager is a Hunter role and is responsible for developing new sales accounts and cultivating relationship with prospects in the Engineering & Technology space for North America in the West coast, Midwest and East coast regions. This direct sales position is part of Science & Technology Corporate Market Sales team.
The ideal candidate will be a driven consultative sales professional with proven ability to sell informational solutions to Engineering & Technology research professionals within an assigned territory. Technical knowledge and/or experience in Energy, Oil, Gas, Chemicals, Aerospace, Automotive or Mining industries is highly preferred as the AM will be responsible for the sale of scientific research tools including electronic delivery platforms, digital content resources, customized services and enterprise software. This position reports to the Regional Sales Director.
Main Activities and Responsibilities
Commercial Responsibility:
- Drive solution sales by establishing trusted advisor status across all Client relationships
- Develop and prospect new business opportunities
- Execute product portfolio sales strategy for assigned customer base
- Drive a consultative sales process, and effectively engage and incorporate other Elsevier resources to optimize collaboration and customer service
- Lead negotiations related to assigned client base
- Apply consistent, effective sales standards and tools to meet assigned sales targets
- Prepare and conduct effective sales presentations
- Manage targeted buyer and buyer influencers in accounts
Account Management:
- Monitor and report on the account and market trends in assigned region & industry, e.g., market share, market trends, financial dynamics, IT infrastructure, competitor positioning and activity, industry initiatives, etc.
- On-going sales pipeline management reporting and updating as appropriate and in alignment with the overall CM strategy
- Forecasting and business development reporting, documenting sales results and forecasts
- Manage customer contacts and establish frequent contact with customers by phone, through client site visits and industry events to meet monthly metrics
- Participate in tradeshows and conferences
- Grow customer loyalty and satisfaction
Revenue Growth & Expense Management:
- Drive revenues to meet or exceed revenue targets
- Deliver portfolio growth of a determined % per annum
- Responsible for T&E budget
Key Competencies
• Drives for results
• Builds Relationships
• Collaboration & Teamwork
• Technical/Professional Sales expertise
• Takes initiative
• Solves Problems & Analyzes issues
• Displays high integrity & honesty
General Knowledge and Technical Skills : Knowledge of Elsevier and its suite of product. Domain knowledge and the application of Elsevier products within assigned industry/market segment/territory.
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. www.elsevierforindustry.com
Qualifications:
• Bachelors degree in Chemistry, Biology, Engineering • 6 years direct sales experience in B2B environment with software and/or technology sales. • New Business Development and Prospecting with the C-level suite, Researchers, Corporate Librarians. • Must be able to travel domestically and internationally as required. • Consultative sales or Miller Heyman experience is preferred. • Proven track record of influencing business decision-makers with the benefits and business value of partnering with a global scientific and technical information services organization • Analytics including forecasting and business development plan creation and reporting