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Account Manager (corporate Sales) - ( Research Solution Sales)

Gurgaon, HR
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  • Marketing & PR
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Job Details

Achieves the total account and territory revenue growth (new sales and renewals) Manages and closes (negotiate) all renewals (all products/solutions); closes the renewal negotiations on all products Actively opens doors (identify contacts) to drive new sales in territory; responsible for new-sales for ScienceDirect Journals, backfiles, ebooks; Mendeley; Production & Hosting Leads or drives high value, complex and potentially highly political negotiations (e.g. at CXO, R&D Heads, Information Managers and other stakeholders level) Responsible for account and segment management Develop strong sustainable relationships with relevant executive level and influencers at the customer organizations Responsible for strategic account planning (Gold Sheet), ensuring appropriate input from other stakeholders, and focusing on the customers business strategy. Ensures alignment to deliver holistic Elsevier value/revenue to the account, in line with the institution s strategic objectives. Overall account ownership owns the overall institutional strategy and planning of the customer engagement plan Executes against the strategic account plan, driving active engagement with important Elsevier stakeholders and influencersMaintain and build relationships and improve customer satisfaction Owns the overall Elsevier customer relationship with the customers in the territory assigned Build and maintain relationships with key decision makers in- and outside key accounts; continue to expand executive level relationships at current customers Responsible for customer loyalty and customer satisfaction Build, maintain and share in-depth knowledge of customer and segment Key expert on the customer knows everything about the customers business, strategy and research needs, budgets, competitive products at the customer. Able to translate this knowledge into the implications for the holistic Elsevier value proposition and the solutions we offer. Stay abreast of developments in segment (country, industry, etc.) and share market insights/intel with Elsevier stakeholders. General Competencies-Drives for results -Technical and Professional Expertise-Collaboration and Teamwork Technical and Functional Competencies Strategic Account Planning Relationship management Negotiation skills Project management skillsEducation, Knowledge, Skills and Experiences (and any other requirements) Information tools sales track record selling technology and solutions in a BtB environment (6 years to 12years) Able to build strong relationships with multiple internal and external stakeholders (e.g. senior levels) Adept at building out (expanding) business with a customer Experience selling to or working with chemistry, biology, pharmaceutical, bioinformatics, Engineering, HighTech, Oil & Gas disciplines Experienced in strategic account planning; can connect the dots within customers institutions Self starter, Strong communication (verbal and written) and presentation skills;fluency in English Experienced in working in an international matrixed organisation Frequent travel required (40%) Preferably a MBA from Tier 1 instituion in Sales & Mark
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 3-5


Channel Sales | Client Servicing | Corporate Sales | Relationship/Account Servicing
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