19 May

Snr Account Mgr - Mumbai - Elsevier

Position
Snr Account Mgr
Company
Elsevier
Location
Mumbai MH
Opening
19 May, 2017 10 days ago

Elsevier as the company that open the jobs vacancy, have some qualification and spesification especially for the Snr Account Mgr jobs vacancy. To find out more information and about qualification and spesification details, walkin interview schedule, the address of the company, the company contact info (email/phone number) of Elsevier company, please start to apply for the job vacancy with fill the jobs application with click the 'Apply This Job' button below.

Elsevier

Elsevier http://www.elsevier.com/

Elsevier

is a world-leading provider of information solutions that
enhance the performance of science, health, and technology professionals,
empowering them to make better decisions, deliver better care, and sometimes
make groundbreaking discoveries that advance the boundaries of knowledge and
human progress.

Elsevier

provides web-based, digital solutions

  • among them ScienceDirect, Scopus,
Elsevier

Research
Intelligenceand ClinicalKey - and publishes over 2,500 journals, including The
Lancet and Cell, and more than 33,000 book titles, including a number of iconic
reference works.

Elsevier

is part of RELX Group plc, a
world-leading provider of information solutions for professional customers
across industries.

What will you do in Senior Account Manager role?

Postition is responsible for meeting or exceeding the annual revenue targets
and achieving long-term growth of overall Elsevier business at the account or
territory. Position currently is responsible for Major consortiums and key
accounts in Western Region and Sri
Lanka with revenue responsibility of
US$16M.

Key Responsibility Areas:
Responsible for Revenue growth

  • 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 consortia or country level)

Responsible for
account and segment management

  • Responsible for strategic account planning (Gold Sheet), ensuring
appropriate input from other stakeholders, and focusing on the customer’s
business strategy. Ensures alignment to deliver holistic Elsevier value/revenue
to the account, in line with the institution’s strategic objectives.

  • Overall account stewardship: 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 influencers

Maintain 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 (e.g. government influencers) 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 customer’s
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.

Key Competencies

Drives for results

Technical and Professional Expertise

Collaboration and Teamwork

Functional and Technical Competencies

  • Strategic Account
Planning

  • Relationship
management

  • Negotiation skills
  • Project management
skills

Desired Candidate Background : Qualifications and Candidate Attributes

  • Information tools sales – track record selling technology and solutions in a
BtB environment (Relevant 8-10 years)

  • Able to build strong
relationships with multiple internal and external stakeholders (e.g. senior
levels)

  • Adept at building
out (expanding) business with a customer

  • Experienced in
strategic account planning; can connect the dots within customer’s institutions

  • Strong communication
(verbal and written) and presentation skills;fluency in English

  • Experienced in
working in an international matrixed organisation

  • Self starter
  • Frequent travel
required (40%)

Other Locations

AP-IND-Chennai


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