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Strategic Account Director, Clinical Performance

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Sales
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Elsevier
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CLI000NX Requisition #

We’re looking for motivated, action-oriented, self-starters to manage and increase sales with existing customers consisting of hospitals, healthcare systems, IDNs and home health care accounts. 

Elsevier is the leading provider of medical information in the world.  In fact, we provide over 25% of the world’s clinical content, and serve over 20 million healthcare professionals.  Our Clinical Solutions division is uniquely positioned to help our customers achieve success.  We have a clear mission to use our evidence-based content to deliver better outcomes for patients.  Across a complex care continuum and a diverse spectrum of care providers and patients, Elsevier offers solutions and services that help customers utilize and integrate content to improve professional practice, reduce care variability, engage patients and promote a culture of quality, safety and satisfaction – optimizing care delivery, the patient experience and financial outcomes.  

Purpose of the Role 

The Strategic Account Manager is charged with managing complex, large IDN relationships and identifying opportunities for sales of new/additional Clinical Performance Solutions products at Health Systems, Hospitals and Medical Schools within the assigned territory. Specific customer call points are, Medical Librarians, VP of Clinical Education, Procurement Managers, Chief Nursing Officer, Chief Nursing Informatics Officer, Chief Medical Officers, Chief Quality Officers, Chief Medical Informatics Officers, Chief Information Officers, up to the CEO level.

This will be done via phone and field visits. The Strategic Account Manager will be responsible for partnering with the accounts in their territory, calling on key stakeholders to measure and improve client satisfaction of our products, providing analysis of usage and metrics, identify issues and escalate appropriately and collaborate and communicate with Sales Executives assigned to the account.  80% of the time will be spent providing excellent customer support and value-added services to ensure retention and renewal of the customers in the territory. 20% of the time will be spent growing our footprint within the accounts via expansion of currently contracted products.   

The Strategic Account Manager will represent the following products

Clinical Reference Suite:  Elsevier’s flagship product, our Clinical Reference Suite is designed to answer clinical questions for practicing physicians, nurses and pharmacists at the point of care.  It includes three different modules:

ClinicalKey is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.

 

ClinicalKey for Nursing is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.

 

Clinical Pharmacology powered by ClincalKey empowers healthcare professionals to deliver the best care and patient safety by providing the fastest access to the most current, accurate and clinically relevant drug information and trusted evidence to make sound medication decisions.  

 

Performance Management Solutions:  Used to track training and knowledge acquisition, these solutions help develop and maintain a high performing team, which ensures consistent top performance in patient care and administrative management through evidence-based interactive training.  Products include the following: 

Clinical Skills:  Elsevier Clinical Skills (formerly Mosby’s Skills) enables organizations to standardize education and manage competency among their nurses, therapists and other health professionals. By combining over 1,300 evidence-based skills and procedures with competency management functionality, it helps ensure that knowledge and skills are current and reflective of best practices and the latest clinical guidelines.

 

Clinical eLearning: Clinical eLearning provides authoritative online education to support clinical practice and the development of nurses and other health professionals. Organizations can reduce care variability and improve patient outcomes by delivering accessible, evidence-based educational content that supports practice improvement, orientation of new clinicians and continuing education for experienced clinicians. Elsevier has leveraged its long history of relationships with key associations into exclusive development partnerships to harness industry expertise, authority and credibility.  A sampling of our development partners includes AACN, ENA, ANPD and SPN.  Our expertise and process has earned us the reputation as the premier clinical e-learning provider in the industry.

 

Job Responsibilities:  The specific responsibilities associated with the position are as follows: 

Identifies key contacts and decision makers within a customer organization and develops strong relationships with those contacts

Create and implement account management and renewal strategies within the assigned accounts

 

Drive renewal and upsell opportunities within assigned accounts to meet or exceed quota and annual sales targets

 

Monitor the stability of accounts by utilizing usage metrics, client satisfaction feedback and develop plans of action to support the overall account strategy

 

Effectively collaborate with all internal stakeholders including Sales, Product Management, Marketing, Operations and Implementation

 

Provide accurate reporting and forecasting of sales, keep current records and build account profiles by updating account and contact information and managing account data in our CRM

 

Promote, drive and deliver on any promotional product strategies

 

Perform effective product demonstrations remotely through Clearslide or other technology based applications

 

Ability to travel overnight 25% of the time

 

Key Competencies Required

 

Sales ability: Using appropriate interpersonal styles and communication methods to gain acceptance of a products, service or idea from prospects and clients.

Customer Focus & Connecting: Works within the Customer Focus core value and regularly communicates with customers to understand their needs and views.

Building Relationships: Establishes rapport with others on the team and across teams and works effectively with others to get work done.

Driving for Results: Works hard to achieve results and promotes a strong sense of urgency for reaching goals.

Collaboration and Teamwork: Encourages co-operation between all members of the team. Identifies opportunities for further collaboration across teams.

Communication: Clearly conveying information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message.


We Offer:

  • Competitive salary, based 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 program, to aid in a fast start
  • Numerous online resources to assist with your self-development and career progression
  • An opportunity to grow and advance within a global organization
  • Elsevier is an Equal Opportunity Employer
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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 Lancetand 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.

Our Requirements: 

You should have a proven track record of success from B2B sales, strong technology solution selling experience; healthcare experience is preferred

  • Experience selling a technology based product to hospitals or health systems preferred.  
  • Prefer experience in field Sales/Account Management, cold calling, or inside account management experience  with a proven track record
  • Minimum 4+year experience successful sales with a proven track record
  • Adept at using CRM/Seibel & SalesForce.com
  • Microsoft Back-Office systems (Excel, Word, PowerPoint, Access)
  • Excellent communication, organizational and analytical skills and follow up skills
  • Possess and display effective written and verbal communication skills
  • Desire to learn and to share knowledge with other team members
  • Detailed oriented, a logical thinker, and a good listener
  • Team and goal oriented
  • Possess a positive attitude with co-workers and clients
  • Ability to maintain good relationships
  • Ability to use analytical skills to recognize potential sales obstacles and recommend solutions
  • Highly self-motivated, organized and able to manage own time
  • College Degree required


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