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Account Mgr (Inside Sales)

RES000XT Requisition #

About the company   

Elsevier is a global information analytics business that helps institutions and professionals advance healthcare, open science and improve performance for the benefit of humanity. 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, 38,000 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. www.elsevier.com

Your role as Account Manager - Inside Sales

As an Inside Account Manager, you are responsible for managing and growing the revenue through upsell and cross sell to existing accounts in assigned territory in South Asia. You also engage with new prospects. By interacting with the clients daily, through phone, Skype and email, you generate demand and drive overall territory revenue growth. You are the primary strategic account owner towards client and Elsevier stakeholders and will manage the Academic institutions. 

Key Responsibility Areas:

Achievement of New Revenue and Renewal Revenue Goals

1. Achieve regional specific total revenue targets with specific focus on new and existing customers.
2. Develop the market and generate awareness for Elsevier solutions amongst Academic institutions in assigned territory in South Asia.
3. Formulate customer focused strategies and telesales orientation to meet key account needs in accordance with corporate policies.
4. Manage time effectively to maintain renewal targets, achieve and surpass new business and upgrade sales targets
5. Maximise revenue from active subscribers and be competent in sourcing own leads (generating referrals).
6. Where appropriate, agree on roles, responsibilities and customer approaches mainly by phone/email and other tools in order to set account objectives and achieve mutual targets/objectives with respective stakeholders.
7. Work in unison with the Solutions Sales Manager(s), Account Manager(s), Regional Director and Channel Marketing professionals to help achieve team goals.
8. Generate effective written sales communications and reporting.

Sales Strategy

1. Contribute to the development of the Inside Sales and Non Direct Channel strategies.
2. Effective in business development activities and new sales / hunter activities.
3. Effective in account analysis and account planning to target high priority customers for maximum revenue penetration and retention.
4. Effective in managing and selling to individual accounts and creative in building consortium and negotiating with large groups of customers.
5. Be able to organize small events, present Elsevier and Elsevier products and value to groups of customers.
6. Be creative in customizing packages and pricing in line with customer requirements and regional pricing
7. Gather, monitor and evaluate competitive information and impact on sales goals and account management.
8. Review monthly reports documenting sales results and forecasts for the remainder of year and adjust actions accordingly.
9. Work with pre/ post sales support functions and marketing to support customer retention and to identify and maximize new revenue opportunities.
10. Communicate and share best practices with colleagues on commercial/sales matters – share relevant information.


Account Management, Pipeline Management and CRM

1. Actively maintain and complete all relevant account records and pipeline management in CRM.
2. Actively maintain and complete all management forms in a timely fashion.
3. Develop and modify contracts in collaboration with the legal department.
4. Responsible for operating within expense budget, and providing proper documentation of expenses.


Relationship Management

1. Develop sustainable relationships with all relevant decision makers and influencers at the customer’s organization in view of maintaining long term value added and mutually beneficial relationship.
2. Establish frequent contact with customer by phone, email and other tools.
3. Increase customer knowledge of Elsevier and products of Elsevier with consistently high level of customer service, trainings and relevant product offerings.
4. Maintain customer loyalty and customer satisfaction.
5. Acquire in-depth knowledge about the customer.
6. In collaboration with the Solutions Sales Manager(s), when applicable, identify and/or create opportunities and present to the customer as a compelling solution.
7. Provide customer support and after sales follow-up.
8. Provide market feedback to enhance product development for a more customer-focused product.                                                               


Inter-department relationships 

1. Work closely with other Account Managers, Product Sales Manager and Customer Consultants in the team in order to achieve personal and team’s new and renewal revenue goals.
2. Work with all levels of the Elsevier local, regional and global organisation to plan, strategise and implement new and renewal revenue goals.

Desired Candidate Background : Qualifications and Candidate Attributes

  • University degree or above
  • 2-3 years B2B sales experience within the software, e-content or business information sector.
  •  Publishing industry experience, understanding of academic library environment, and specific industry knowledge (pharma, biotech, chemical, etc) optional but desirable.
  • experiences in sales Process Management and Telesales
  • Relationship Building, Strong Remote Communication skills, Interpersonal Effectiveness
  • Adaptability, Problem Solving
  • Creativity and Innovation
  • Customer Knowledge, Technical affinity
  • Negotiation Skills

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