Job Description

Account Manager, Corporate
🔍 at Tokyo, Japan at
▾ ▸ 1 additional location
📁 at
Sales at
RES000XCRequisition #
Elsevier is a global leader in the development and dissemination of scientific, technological and medical knowledge. We serve researchers, professionals, and clinicians, through the application of technology and analytics to content, empowering them to create knowledge, contribute to social progress, and enhance human well-being. This is what Elsevier means to humankind today. Translate that into career fulfillment and you will know the real benefits of joining a company of people that is constantly innovating to inspire ground breaking research
Position Overview
Responsible for the achievement of customer specific/individual sales targets and revenue by selling all Elsevier electronic products so that the Regional/Corporate sales and revenue targets are met.
Key Result 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
· 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
· Builds commitment in others for their individual and team objectives.
· Communicates expectations clearly.
· Promotes a strong sense of urgency for reaching goals.
· Follows through on commitments to ensure they are successfully completed and goal are achieved.
· Follows through on commitments to ensure goal achievement.
Technical 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.
· Is able to resolve technical issues or questions quickly and effectively.
Collaboration 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 team.
General Knowledge and Tech