Research Account Manager Academic and Government
Job Location: Germany
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
Our Team
Our Sales teams focus on accelerating revenue while providing detailed insights for new and existing customers. Our customers are researchers and healthcare professionals working to advance science and improve healthcare outcomes.
About the Role
Account Managers (AMs) are responsible for growing Elsevier’s business through new sales and for the maintenance / growth of the existing base (renewals and upsell/cross-sell). AMs are responsible for maintaining customer relationships and leveraging internal and external resources to drive growth. AMs will work closely with various internal stakeholders depending on the account and Go To Market strategy (GTM).
Responsibilities
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Sales: Responsible for developing account plans to support revenue goals, including identifying key stakeholders, understanding budget process, SWAT analysis etc.
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Sales: Conducts needs analysis and qualifies leads, progresses new business across sales stages to closed-won.
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Post-sales: Follows timely and process driven handover to the team in charge of post sales. Works closely with appropriate team to leverage insights to drive additional sales activities.
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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.
Key Result Areas / Primary Accountabilities
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Achieve quarterly and annual revenue targets for set of products across new business and renewals.
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Annual account planning and execution in coordination with various internal stakeholders.
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Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
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Pipeline management and accuracy with Salesforce.
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Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM.
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Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives.
Qualifications – (education, competencies, skills, experience)
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University Master’s degree or University degree.
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Sales experience at executive levels (minimum of 3 years), including account planning, growing an account, cross-sell and up-sell.
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German is a must.
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Challenger sales methodology as a plus.
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Experience selling content, technology or similar (3 years’ experience).
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Able to operate on an operational, tactical and strategic level.
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Self-motivated and driven.
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Ability to manage competing priorities from various stakeholders.
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Loves building relationships with multiple internal and external stakeholders (e.g. senior levels).
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Strong communication (verbal and written in English and German) and presentation skills.
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Experienced in working in a global and highly matrixed organization.
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, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals. 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:
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Flexible Working
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Vacation (30 days)
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Maternity Leave
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Elsevier is 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, gen