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Organizational Overview:


The Clinical Solutions Division of Elsevier uses its industry-leading intellectual property and content to create Clinical and Drug Reference, Patient Engagement, Performance Management, Workflow and Decision Support products for healthcare professionals across a range of practice settings and commercial organizations.  These products and tools aid in disease management, medication error reductions, workflow improvements, effective patient management and economic analysis and cost control.

The Advanced Clinical Decision Support sales division includes Via Pathways, interactive evidence-based tools used by practicing physicians at significant points in clinical decision workflow.  These tools support health systems in achieving their clinical, quality, and operational goals.  The clinical pathways are delivered on the Via Portal, a software platform that integrates with the local electronic health record.

Beyond Via Pathways in ACDS, the National Account Manager will be given a unique opportunity to sell a comprehensive set of next-generation tools including: diagnostic support tools, clinical alert tools, and clinical platforms for precision medicine & big data.

Responsibilities:


The primary responsibility of a National Account Manager is to meet or exceed established sales goals, including top-line revenue growth, market share objectives, and quota achievement, while operating within an assigned expense budget.  Specific responsibilities associated with are as follows:


• Contribute strategic thought and help to execute a holistic segmentation plan that maximizes close rates on  ACDS opportunities
• Demonstrate seamless teamwork with Marketing, Sales Operations, Product Management & other cross-business counterparts to satisfy customers and win in the marketplace.
• Gives in person and webinar-based live product demonstrations of the ACDS tools
• Provide “Training” on ACDS Tools/Implementation activities (i.e. research intake process) to inform customer’s responsibility on implementation tasks / maintenance
• Progresses high-likelihood pipeline opportunities
• Align Elsevier CS ACDS products to the staffing models that support clinical activities, cross discipline communication (pharmacy, radiology, labs), and practice/hospital revenue cycle activities
• Queries current clinical and business processes / challenges, recommend Product Configurations to Solve Customer Problems, and proposes communications solutions to support revenue cycle activities
• Administration of sales department budgets to include development, monitoring, reporting and other required management activities. 
• Act as the liaison for all communications between the marketplace and our Clinical Solutions Division regarding market conditions, anomalies, challenges, and opportunities.
• Collect and communicate marketplace ‘intelligence’ impacting pricing, promotional collateral, product enhancements and forecasting.
• Maintain a working knowledge of product strengths and weaknesses based on marketing materials
• Understand the competitor’s marketing and sales strategies, product strengths and weaknesses, and how to create selling strategies to win against them
• Communicate the value proposition for ACDS solutions
• Establish high level of credibility with Sales and Executive leadership regarding Workflow sales strategy, forecasting accuracy, and process consistency 
• Be a savvy webinar user, familiar with all platforms (Skype, GoToMeeting, Adobe Connect, Zoom, WebEx)
• Consistently provide timely & accurate CRM entry with field sales notes/visits and other pertinent customer information

Education and Skill Requirements - the following minimum requirements are essential:


• Seven years of relevant experience in the fields of ancillary clinical system sales (decision support, add-on CPOE, order sets, care planning, care coordination, clinical alerts software, etc) or EMR/EHR sales. 
• Demonstrated track record of closing complex multi-year enterprise sales agreements with IDNs or matrixed healthcare delivery customers
• Ability to meet travel requirements of the position, up to 50% of working time.
• A Bachelor’s degree in business, natural sciences, or relevant discipline.  A Master’s degree is a plus.
• Exceptional communication (reading, writing, speaking and listening) and interpersonal skills.
• Working knowledge of Windows & MS Office (Excel & Windows) as well as networks, internet applications and CRM systems.
• Savvy webinar user, familiar with all platforms (Skype, GoToMeeting, Adobe Connect, Zoom, WebEx)
• Strong analytical and organizational skills to include the ability to prepare and present relevant summaries of complex materials
• The ability to work flexible hours in accordance with the demands of the position.  This may include evenings and weekends to accommodate sales and promotional activities (such as trade shows and sales engagements in different time zones).
• This position can be based out of any US metropolitan area with easy access to a major airport
• BS/BA 
• The position reports to the Advanced Clinical Decision Support sales leader.


 

We’re offering:
• Competitive salary depending on experience
• Generous commission and bonus plan based on performance, which is uncapped
• Excellent medical, dental and 401K benefits
• All expenses and travel paid
• Excellent training and a team to support you
• Numerous online resources to assist with your self-development and career progression
• An opportunity to grow and advance within a truly global organization
• Elsevier is an Equal Opportunity Employer

The Clinical Solutions Division serves the following markets:
• Healthcare Providers (Hospitals & Healthcare Systems)
• Healthcare Information Technology (HIT) Vendors
• Pharmacy Management System Vendors
• Payers, Pharmacy Benefit Managers (PBM’s)
• Pharmaceutical Manufacturers
• Retail Pharmacy National Chains, Buying Groups & Independents


Upon acceptance of this role, the selected internal candidate will be required to sign a Restrictive Covenants Agreement which includes Non-Solicitation, Non-Disclosure and for certain roles a Non-Competition Agreement as a condition of placement into the role.


Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers.


Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, more than 35,000 e-book titles and many iconic reference works, including Gray’s Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries.


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 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. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

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