Account Manager - Corporate Sales - Pharma/Healthcare

The Account Manager Corporate is responsible for meeting or exceeding the annual revenue targets and achieving long-term growth of overall business at the account or territory.

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 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 customer's business strategy. Ensures alignment to deliver holistic 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 stakeholders and influencers

Maintain and build relationships and improve customer satisfaction

- Owns the overall 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 customer's business, strategy and research needs, budgets, competitive products at the customer. Able to translate this knowledge into the implications for the holistic value proposition and the solutions we offer.

- Stay abreast of developments in segment (country, industry, etc.) and share market insights/intel with stakeholders.