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Account Manager

EME000E7 Requisition #
Account Manager – Clinical Solutions EMEALA

You are born with the natural ability to sell and eager to contribute to our Clinical Solutions business in Eastern Europe and Central Asia. We are currently looking to recruit an Account Manager who is responsible for developing new business sales and managing our existing accounts in designated territory.

The Role
Reporting to the Regional Manager and working as part of our award-winning sales team, as an Account Manager you will be responsible for acquiring new business from prospects and existing accounts through sales of Elsevier Clinical solutions within a designated territory across Eastern Europe and Central Asia. You will plan, organise and execute sales campaigns and business trips to maximise revenue generation and attend exhibitions and conferences as required. You will become part a team of enthusiastic sales professionals responsible for clinical solutions sales in Eastern Europe and Central Asia.

The role will be based from our Moscow office with extensive international travel when required.

Your responsibilities
  • Achieve overall revenue targets for a portfolio of clinical solutions.
  • Elucidate client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
  • Formulate focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts.
  • Review monthly reports documenting sales results and forecasts for the remainder of year and adjust actions accordingly.
  • Contribute to the development of the company sales strategy.
  • Work closely with regional and federal government agencies to develop projects for clinical solutions.
  • Gather, monitor and evaluate competitive information and impact on sales and product development activities.
  • Participation in trade shows and conferences.
  • Develop sustainable relationships with all relevant decision makers and influencers at the customers and outside contacts necessary to engage the customer to cross sell and up sell Elsevier clinical products.
  • Provide market feedback to enhance product development for a more customer-focused product.
  • Provide customer support and after sales follow-up.
  • Integrate and process information derived from current projects, customers, market awareness and technical knowledge.

Essential Experience
  • A passion for Sales
  • Proven track record of direct sales in a B2B environment, preferably international
  • Proven track record of generating new business is essential
  • Either information sales or software sales experience is required
  • Enjoys working in a structured, targeted environment to challenging KPIs
  • Great negotiation and communication skills
  • Love building relationships with multiple internal and external stakeholders (e.g. senior levels)
  • Highly self-motivated, organised and be able to manage own time
  • Self-starter attitude, excellent self-management skills effectively organizing travel priorities, manages different priorities from various stakeholders.
  • Flexible and adaptable to meet the needs of the changing market, our customers and the business
  • Native in Russian and proficiency in English language

  • Experience of selling to medical institutions would be of benefit
  • Previous formal sales training and account management training is desirable
  • Good levels of IT literacy are expected
  • A degree or equivalent is desirable
  • Previous experience of salesforce.com would be an advantage

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