Account Manager IV

Do you enjoy having a Consultative approach towards sales and driving revenue?

Do you enjoy collaborating with teams to deliver on common goals?

About Role

The Account Manager for the RI & Engineering Team at Elsevier is responsible for managing and nurturing client relationships to ensure long-term satisfaction and retention. This role demands a proactive individual who can strategically handle client accounts, identify growth opportunities, and deliver tailored solutions that align with Elsevier's offerings and the clients' needs.

Core Responsibilities

• Manage the internal Data migration flow of all Researchfish renewal business into SalesForce and CRM.
• Focus on upsells with additional questions and manage renewal options proposing longer term contracts
• Coordinate between sales, RF finance, RF CSMs and Account Support to ensure all contractual info is uploaded and reflected correctly in SF, CRM and Clari and SalesCloud.
• Novate all "Webform" non-compliant renewals into Standard Elsevier contracts, this is predominantly for university accounts.
• Use an opportunity to build network in accounts with SAM and link to the wider Elsevier RI portfolio.
• Assist SAMs with Pure renewals from a project management perspective. Primary focus in North Europe and Central – DACH, where the largest concentration of the Pure base is in EMEA
• Cloud migration for legacy customers (review of contracts and negotiate / communicate terms of new contract) and proactively seek upsells during renewal process. Alignment with SAM and RISE
• G Cloud and JISC contract migration. Work with SAMs and regional marketing to raise market awareness so the sector is informed of accredited supplier status on national frameworks
• Co-ordinate responses and follow-up between Account Support, Tender Management, Legal, Security, Product, RISE and Finance for all contract queries and re-tenders
• Expert in Pure pricing calculation to monitor upsells
• CAS licence reviews for all major accounts
• Proactively seek upsell opportunities with SAMs and RISE on Pure modules
• Channel feedback to the Product organization for continued product enhancements relevant to the region
• Achievement of quarterly and annual renewal and new sales targets in assigned territory.

Additional Responsibilities

• Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus.
• Identifies, develops and typically closes new sales opportunities.
• Creates demand for the organization's products and services by raising their profile with customers.
• Achieves revenue targets by increasing revenue spend per account.
• May conduct regular status and strategy meetings with the customer to understand their needs and link them to the organization's product/service strategies.
• Responsibilities are within the Account/Relationship Management Function as a generalist or in a combination of disciplines.
• Manages accounts in / sells within a large domestic territory or small multi-country territory. Plans own territory or account approach and manages own resources.
• Works with complex or large territory/account, products/services, sales or account management processes; may serve as team lead. Manages accounts in a large domestic or small multi-country territory.

Our Requirements:

• Lots of energy, curiosity and creativity. University degree a must – a huge plus if in a technical field.
• Influential self-starter. Taking leadership on project management of complex renewals
• Solid understanding of back-office processes from contract to legal to systems workflows
• Minimum of 5 years’ proven experience in high pressure role
• Excellent communication and interpersonal skills. Ability to effectively communicate with colleagues across all levels
• High level of knowledge and understanding of info systems
• Understanding of SaaS based technologies
• Strong presentation skills
• Fluency both written and oral in English.
• Experienced in working in an international matrixes organization is helpful
• A passion for sales

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 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 wellbeing and happiness are key to a long and successful career, as this role is global, benefits may vary according to your location. These are some of the benefits we are delighted to offer:

• Health care plans and benefits
• Modern Family Benefits, including maternity, paternity, adoption and surrogacy
• Life assurance and accident policies
• Comprehensive pension and retirement plans
• Access to learning and development resources
• Your recruiter will advise you on the benefits package for your location

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.

About Us

Elsevier is a global information analytics business that helps institutions and professionals advance healthcare, open science and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers. Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, 38,000 e-book titles and many iconic reference works, including Gray’s Anatomy. Elsevier is part of RELX Group. With a wide range of technology jobs, commercial and business jobs, and graduate jobs, there is a part for everyone to play. We need talented people to help us inspire ground-breaking research.

Be curious. Be challenged. Be involved.
Discover Elsevier.