Account Manager, Corporate
2 months ago
Company Profile
As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. Elsevier is a global company headquartered in Amsterdam and London, employing more than 7,000 people in 24 countries. We help customers advance science and health by providing world-class information and innovative tools that help them make critical decisions, enhance productivity, and improve outcomes.
Elsevier is part of the RELX Group, a FTSE 100 global provider of information-based analytics and decision tools, with revenues of $10bn.
Culture
Our working culture is highly respectful, stimulating, and diverse; enabling bright, passionate people to do their best work. We offer challenging but realistic objectives, recognition for achievement, and the opportunity to challenge the status quo. We are a truly global company, working across geographies everyday with our people sharing a passion for health and science. Our people are pragmatic, commercial, work collaboratively and are excellent relationship builders. We offer an opportunity to make a difference in people’s lives by helping the health and science communities find and use trusted, high-quality information.
Career
Learning is at the heart of everything we do, and our people take their development and progress seriously, as do we. Because of our global reach, opportunities are available locally and globally and our breadth of opportunity offers the chance to build a varied career across different functions and divisions. You will have the opportunity to work at the forefront of technological development and to contribute to change. People with the right attitude have the chance to contribute far beyond their role
Job Title
Account Manager, Corporate
Division
Elsevier Greater China
Location
China, Shanghai preferred
Reporting to
Corporate Sales Director, Great China
Purpose of the Job
The Corporate Sales Director is responsible for the current year and long-term growth of overall Elsevier business in Corporate in their territory.
Main Activities and Responsibilities
Responsible for Revenue growth
Achieves the total account and territory revenue growth (new sales and renewals) Manages and closes (negotiate) all renewals in timely manner Actively opens doors (identify key contacts) to drive new sales and mitigate the risk for renewals in the territoryResponsible for account and segment management
Responsible for strategic territory planning, account planning, engagement planning, and call planning, ensuring appropriate input from both external and internal key stakeholders and focusing on the customers’ business strategy/needs/issues Ensures alignment to deliver Elsevier value to the customers, in line with the Elsevier’s strategic objectives Executes the strategic account plan, driving active engagement with the customers in the territoryMaintain and build relationships and improve customer satisfaction
Owns the overall Elsevier customer relationship with the customers in the territory Build and maintain relationship with key decision makers in- and outside, continue to expand executive level relationship at important exiting customers Responsible for customer loyalty and customer satisfactionBuild, maintain and share in-depth knowledge of customer
Key expert on the customers, knows well about the customers’ business, strategy and research needs, budgets, competitive products at the customers. 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 stakeholdersFunctional and Technical Competencies
Drives for results
Builds commitment in others for their individual and team objectives Communicates expectations clearly Promotes a powerful sense of urgency for reaching goals Follows through on commitments to ensure they are successfully completed, and goal are achievedTechnical and Professional Expertise
Applies a detailed understanding of own work and relates effectively to overall business context Can be depended upon by manager and peers for technical or professional advice Delivers within own role to make an important contribution to the team Can resolve technical issues or questions quickly and effectivelyCollaboration and Teamwork
Encourages cooperation between all members of the team Identifies and removes barriers to team performance Helps people to resolve conflict Identifies ways for further collaboration across teams Seeks team members’ input and expertise; facilitates open and interactive discussion of matters affecting the teamEducation, Knowledge, Skills, and Experiences
Strategic Territory and Account Planning Relationship management: Able to build strong relationships with multiple external and internal stakeholders (e.g., senior levels) Effective communication (verbal and written) and presentation skills; fluency in English Project management skills Working knowledge of Microsoft Office products Self-starter Bachelor's degree or equivalent work experience 3 years direct sales experience Direct sales experience in corporate R&D environment and specific industry knowledge especially in PBT, materials, chemical market. Experienced in strategic account planning; can connect the dots within customers’ organization Experienced in working in an international matrix organization-----------------------------------------------------------------------
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