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Account Manager-Clinical Solutions

APA000CN Requisition #

Elsevier is part of the Reed Elsevier Group plc., which is a world leading provider of professional information solutions in science and health, legal, risk management, and business to business sectors.

As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. A global company headquartered in Amsterdam, employing more than 7000 people in 24 countries, we help customers advance science and health by providing world-class information and innovative tools that help them make critical decisions, enhance productivity and improve outcomes.

Our working culture is highly respectful, stimulating and diverse; enabling bright, passionate people to do their best work. We offer challenging but realistic objectives, recognition for achievement, and the opportunity to challenge the status quo. We're a truly global company, working across geographies everyday with our people sharing a passion for health and science. Our people are pragmatic, commercial, work collaboratively and are excellent relationship builders.  We offer an opportunity to make a difference in people's lives by helping the health and science communities find and use trusted, high-quality information.

Learning is at the heart of everything we do and our people take their development and progress seriously, as do we. Because of our global reach, opportunities are available locally and globally and our breadth of opportunity offers the chance to build a varied career across different functions and divisions. You will have the opportunity to work at the forefront of technological development and to contribute to change. People with the right attitude have the chance to contribute far beyond their role.



Health Sciences South Asia


Job Title

Account Manager -eProducts





Purpose of the Job


The Account Manager for the Health Sciences Division is responsible for meeting or exceeding the annual revenue targets for E-Products and achieving long-term growth of overall Elsevier Health Sciences business in the South Region. He/She will be responsible for implementing sustainable sales and account management strategy across the existing and new customers in the Medical Segment for Health Sciences.                                                                                                                                                                                         This person will also be responsible for complete sales cycle for E-Products in the segment working closely with E-Business Team in South Asia and towards driving Penetration in the Medical Segment in the Region (Medical Colleges, Health University, Dental Colleges, Nursing Colleges, Physiotherapy Colleges). He should be able to grow the business by increasing the market penetration and upselling the existing customers. This person will report to the National Sales Head


Key Result Areas

Main Activities and Responsibilities


Responsible for Revenue and Sales Management

Achieve the Annual revenue targets (New Sales and renewals) in the segment. Driving the revenue of the International portfolio of E-products in healthcare market (ClinicalKey, Journals Consult, Amirsys Products, Embase, Scopus). Manage the Medical accounts in the South Region through effective negotiations, pipeline management and customer engagements programs. Manage the accounts without compromsing on company policies.


Responsible for account and segment management

• Responsible for strategic account planning (Blue 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


Knowledge of Customer, Product Knowledge and MIS

• 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. ....Develop complete product knowledge of E-Products of Elsevier to develop effective discussions with customers. Build and develop sales competencies through training on products, systems and sales techniques. Implement sales strategies for E-Products, journals and databases based on South Asia strategic directions and sales goals. Effective monthly forecasting with a strong skill of sensing the business challenges and coming up with effective solutions to mitigate the risks, if any.
Effective Reporting through Monthly/Quarterly Sales Reports, Sales Forecasts and CRM Pipeline Updations and Call Reports.








General Competencies


Drives for results


Establishes Stretch Goals


Technical and Professional Expertise


Solves Problems and Analyzes Issues


Collaboration and Teamwork


Builds Relationships


Takes Initiative


Technical and Functional Competencies


• Sales Negotiations and Business Development
• Communication, presentation, negotiation & inter-personal skills
• Ability to collaborate & work effectively with colleagues in other functional areas                                                                              • Customer focus & business acumen                                                                                                                                                                                                                                                                        • Demonstrated capability of managing large customer accounts/consortiums with multiple stakeholders


Education, Knowledge, Skills and Experiences (and any other requirements)


PGDM/MBA from a reputed Institute                                                                                                                                             Information tools sales – track record selling technology and solutions in a B2B environment (minimum of 4 years)
• Able to build strong relationships with multiple internal and external stakeholders (e.g. senior levels)
• Adept at building out (expanding) business with a customer
• Experienced in strategic account planning; can connect the dots within customer’s institutions
• Strong communication (verbal and written) and presentation skills; fluency in English; Able to speak local Languages is an added advantage
• Experienced in working in an international matrixed organization
• Self starter
• Frequent travel required (40%)


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