Account Manager – New Business Development
About the Team
This is an exciting opportunity to join the Elsevier Health eSales team, comprising of 10 dedicated professionals located across Australia and New Zealand. Together, we collaborate with healthcare providers and higher education institutes to enhance patient care and academic excellence. With consecutive years of record-breaking achievement, you will be part of a highly experienced, talented, and successful sales team. We celebrate success and embrace challenges as opportunities for growth.
About the Role
Following a recent promotion, we have this opportunity to join our Elsevier Health eSales team as an Account Manager – New Business Development, where you will be responsible for identifying and securing new business across both clinical and higher education institutes (accounts) within a specified territory and in line with business targets.
This role is responsible for developing a professional network at current and potential key accounts, while managing a strategic and direct sales process in matrixed team environment.
Reporting into the Head of eSales for Australia and New Zealand, this is a permanent, full-time role requiring occasional domestic and international travel. The candidate will be based in Sydney (preferred), with combined home/office-based arrangements.
If you have demonstrated sales experience in healthcare, technology or academia, this role could be perfect for you!
Responsibilities
- New sales growth of Elsevier’s digital clinical and education solutions, including:
- Securing new business with new accounts
- Cross-selling new solutions with existing accounts
- Relationship building, networking and interacting with a diverse range of customers, C-suite and internal/external stakeholders
- Managing a strategic and direct sales process in matrixed environment
- Strategic account and territory planning utilising sales methodology tools, such as MEDDPICC and Franklin Covey
- Salesforce data compliance and revenue forecasting in line with standard business requirements
- Providing continuous market feedback to support delivery and development of key internal business initiatives and objectives
Requirements
- Demonstrated experience in new business prospecting, selling, negotiating and closing
- Proven track record in achieving and exceeding sales targets
- Strong collaborative approach, able to work with colleagues towards shared goals and success
- Proven experience in consultative/value/solution-selling in complex sales processes
- Knowledge of healthcare and/or academic markets
- Able to build rapport and credibility quickly, at all levels, with a diverse range of customers and colleagues
- Excellent organisational, time management and planning skills
- Process oriented with exceptional business acumen and analytical skills
- Excellent communication (verbal and written) and presentation skills
- Experience working in an international matrix organisation (advantageous)
- Experience with Salesforce or similar CRM systems
Work in a way that works for you
We promote a healthy work-life balance across the organisation. 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, a range of personal development tools, hybrid working arrangements, shared parental leave and study assistance, we will help you meet your immediate responsibilities and your long-term goals. We can also work with you to create flexible working hours 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 and is given the opportunity to be listened to. 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. We have tools and models in place to continuously improve our working environment and effectiveness to empower our team to be the best they can be.
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:
- Health benefits
- Flexible working arrangements
- Benefits for you and your family
- Life assurance and accident policies
- Access to learning and development resources
Your recruiter will advise you on the full benefits package for your location.
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 world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
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