Sales Account Manager

We’re looking for motivated, action-oriented, self-starter to manage and increase sales with existing customers consisting of hospitals, healthcare systems, universities and home health care accounts.

Elsevier is the leading provider of medical information in the world. In fact, we provide over 25% of the world’s clinical content, and serve over 20 million healthcare professionals. Our Clinical Solutions division is uniquely positioned to help our customers achieve success. We have a clear mission to use our evidence-based content to deliver better outcomes for patients. Across a complex care continuum and a diverse spectrum of care providers and patients, Elsevier offers solutions and services that help customers utilize and integrate content to improve professional practice, reduce care variability, engage patients and promote a culture of quality, safety and satisfaction – optimizing care delivery, the patient experience and financial outcomes.

Purpose of the Role:

The Account Manager Clinical Solutions is charged with managing relationships and identifying opportunities for sales of new/additional Clinical Solutions products at Health Systems, Hospitals and Medical Schools within the assigned territory. This will be done via phone and field visits. The Account Manager will be responsible for partnering with the accounts in their territory, calling on key stakeholders to measure and improve client satisfaction of our products, providing analysis of usage and metrics, identify issues.

The AM clinical solutions will represent the following products:

Clinical Reference Suite: Elsevier’s flagship product, our Clinical Reference Suite is designed to answer clinical questions for practicing physicians, nurses and pharmacists at the point of care. It includes three different modules:

Clinical Decision Support – Care Plans and Order Sets are tools to support the health professionals dealing with patients into the medical environment. Our tools guide sales professionals providing the best possible care based on current evidence.

ClinicalKey is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence wherever you need it. Now ClinicalKey can also incorporate the benefits of artificial intelligence through the ClinicalKey AI, which enhances the resources and provides an even more enriching experience for users, facilitating access to and application of the most relevant knowledge in the field of human health.

ClinicalKey for Nursing is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.

Amirsys suite provides the answers in form of high-quality images to radiologists and pathologists.

Job Responsibilities:

• Identifies key contacts and decision makers based on proper account management and planning using the tools provided by the company (SFDC and Franklin Covey).
• Create and implement account management and renewal strategies within the assigned accounts.
• Drive renewal and upsell opportunities within assigned accounts to meet or exceed quota and annual sales targets.
• Monitor the stability of accounts by utilizing usage metrics, client satisfaction feedback and develop plans of action to support the overall account strategy.
• Effectively collaborate with all internal stakeholders including Sales, Product Management, Marketing, Operations and Implementation.
• Provide accurate reporting and forecasting of sales, keep current records and build account profiles by updating account and contact information and managing account data in our systems.
• Promote, drive and deliver on any promotional product strategies.
• Ability to travel 50-60% of the time.

Key Competencies Required:

• Consultative Sales Profile: Using customer centric approach to understand the challenges the customer is facing before presenting any products.
• Customer Focus: Identify customer challenges, get customer acknowledge and connect those to our solutions for providing a customer centric proposal.
• Building Relationships: Establishes rapport with customers, been perceived as a real business partner rather than a transactional sales person.
• Driving for Results: Works hard to achieve results and promotes a strong sense of urgency for reaching goals.
• Collaboration and Teamwork: Encourages co-operation between all members of the team. Identifies opportunities for further collaboration across teams.
• Communication: Clearly conveying information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message. Use social media to reach new audiences.

Our Requirements:

• You should have a proven track record of success from B2B sales, strong technology solution selling experience; healthcare experience is preferred.
• Experience selling a technology-based product to hospitals or health systems preferred.
• Experience in field Sales – using complex sales methodologies such as Miller Heiman, Franklin Covey or similar.
• Adept at using CRM/Seibel & SalesForce.com.
• Excellent communication, organizational and analytical skills and follow up skills.
• Possess and display effective written and verbal communication skills.
• Desire to learn and to share knowledge with other team members.
• Detail oriented, a logical thinker, and a good listener.