Title
Account Manager, S&T Books
Employer
Elsevier
Location
Waltham, MA
Date Posted
06/11/2013
Description
Purpose: Responsible for developing and managing the strategic relationship with North America (US and Canada) retailers and wholesalers. This includes maintaining and growing existing revenue and profitability levels of the S&T Books’ core business of print and electronic products geared towards retail consumers while also driving effective penetration of new solutions, products and delivery paradigms as created by Elsevier. Responsible for maintaining/increasing customer satisfaction levels, aiding in the negotiations within defined terms and limits, and working closely with internal and external stakeholders to drive operational efficiencies and opportunities that support and grow the business.
Key responsibilities:
Account Management/Business Development-Develop and implement a strategy for maintaining and growing revenues of S&T books print and electronic product via Retail and Wholesale customers to achieve and exceed annual sales targets.

Build and maintain strong relationships with strategic levels of stakeholders with a focus of developing relationships “beyond the buyer”

Negotiate renewals of existing business agreements while driving penetration of new solutions and offerings.

Manage accounts via frequent contact with by phone, at place of business and industry events

Prepare and conduct effective sales presentations

Product and Market Knowledge
Thoroughly understand competitive landscape of the STM and Retail markets and be comfortable speaking intelligently about market potential for Elsevier S&T products

Manage/drive operational efficiencies
Review and audit processes and identify gaps and opportunities for improvement, work on implementation together with stakeholders externally and internally

Be main point of contact for and work in conjunction with departments such as Customer Service, Inventory Management, Credit Control, EDI team, marketing, editorial as well as other business groups within the business to optimize business potential

Embrace change and address issues, find solutions and facilitate implementing them
Collaborate and align with HS where applicable


Engage with Marketing and editorial to effectively coordinate promotional opportunities for S&T products

Communication
Actively participate in team sales meetings and sales conferences including presentations to the sales teams and Senior Management

Communicate sales activities, performance results, market/business critical issues, forecasts and pipelines to Sr. Management on a monthly basis and as requested

Communicate regularly with relevant marketing and product departments in order to maximize effective promotion of on-line book products

Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on MD Consult to get critical information that can save lives. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. Elsevier is an Equal Opportunity / Affirmative Action Employer.

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