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Job Description
Key Account Director, Clinical Solutions
Do you enjoy building successful customer relationships?
Would you like to deliver a sales strategy that creates growth?
About our Team
Our Clinical Solutions division is uniquely positioned to help our customers achieve success. We use evidence-based content to deliver better outcomes for patients-Across a complex care continuum and diverse spectrum of care.
Elsevier offers solutions and services that help customers utilize and integrate content. Helping improve their practice, reduce variability, engage patients and promote a culture of quality, safety, and satisfaction.
About the Role
You’ll manage Elsevierxe2x80x99s largest and most complex Integrated Delivery Network (IDN) customer relationships. Focusing primarily on renewal, retention and identifying opportunities with Clinical Solutions products. Identifying opportunities for sales of new/additional products within Health Systems, Hospitals and Medical Schools. Partnering with the accounts in your territory, calling on key stakeholders to measure and improve customer satisfaction of our products. Providing analysis of usage and metrics, identify issues, escalating appropriately, and collaborating with Sales Executives and Strategic Account Directors assigned to the account. 80% of the time will be spent providing excellent customer support and value-added services to ensure renewal retention of customers in the territory. 20% of the time will be spent growing our footprint within the accounts via expansion of currently contracted products.
Responsibilities
- Developing, maintaining, and growing key relationships that influence decision-making within each account.
- Identifying customer business goals via health checks, reviewing product utilization and customer satisfaction feedback in Business Reviews. With the goal of enabling the development of multi-dimensional renewal and upsell strategies to exceed quota and annual sales targets.
- Developing, coordinating, implementing, and executing strategic account and conversion plans. Coupled with pull-through strategies and tactics both individually and through collaboration with the field sales teams. In order to create high value transformational growth in assigned territories.
- Identifying key contacts and decision makers, such as department Directors, Medical Librarians, VP of Clinical Education, Chief Nursing Officer, Chief Nursing Informatics Officer, Chief Medical Officers, Chief Quality Officers, Chief Medical Informatics Officers, Chief Information Officers, up to the CEO level, within assigned accounts and develops strong, long-lasting relationships with those contacts.
- Facilitating account management by coordinating selling activities and customer interactions through effective leadership and communication with field sales staff to support customer needs.
- Directing and leading customer negotiations related, but not limited to, RFPxe2x80x99s, pricing, and annual contracts.
- Developing, maintaining, and growing strong, trusted and mutually beneficial relationships with internal account teams and cross functionally with the broader Elsevier team. (Collaborating effectively with all internal stakeholders including Sales, Product Management, Marketing, Operations, Contracting/Legal and Implementation).
- Advising and providing subject matter expertise on Clinical Solutions products based upon the needs of key stakeholders.
- Providing 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 CRM.
- Performing effective product demonstrations remotely through technology-based applications
- Participate in and/or lead projects as assigned.
Requirements
- Have extensive sales experience with technology-based products.
- Have previous experience in both field sales and account management.
- Are Skilled in CRM software Sales Force and Microsoft back-office systems.
- Have excellent communication and leadership skills, who thrives in a fast-paced environment.
- Able to work in a highly collaborative environment and maintain internal/external relationships.
- Able to work under general direction only and independently determine approach to solutions.
- Able to travel up to 25% including overnight.
Work in a way that works for you:
We promote a healthy work/life balance across the organization. With an average length of service of 9 years, we are confident that we offer an appealing working prospect for our people. With numerous wellbeing initiatives, family leave and tuition reimbursement, we will help you meet your immediate responsibilities and long-term goals.
- Working flexible hours – flexing the times when you work in the day to help you fit everything in and work when you are the most productive.
Working with us
We are an equal opportunity employer with a commitment to help you succeed. Here, you will find an inclusive, agile, collaborative, innovative and fun environment, where everyone has a part to play. Regardless of the team you join, we promote a diverse environment with co-workers who are passionate about what they do, and how they do it.
Working for you
At Elsevier, we know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
- Comprehensive, multi-carrier health plan benefits
- Disability insurance
- Dependent Care and Commuter Spending Accounts
- Life and Accident Insurance
- Retirement Benefits (Salary Investment Plan/Employer Stock Purchase Plan)
About Us
A global leader in information and analytics, we help researchers and healthcare professionals’ advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the worldxe2x80x99s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
Join Us:
Purposeful Work
When you work with us, your work matters. You are part of an organization that nurtures your curiosity to stimulate innovation for the communities that we serve.
Growing Every Day
Like the communities we serve, you are on a constant path of discovery to shape your career and personal development.
Colleagues Who Care
You will be part of the Elsevier family. We will support your well-being and provide the flexibility you need to thrive at work and home.
Together, we create possibilities.
Join us!
Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: .
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