Account Manager New Business
Elsevier - Deutschland

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SCI000T1

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Beschreibung

For the DACH region we are looking for an

Account Manager New Business (m/f)

Job Purpose

The Account Manager New Business is responsible for acquiring new customer accounts by identifying and prioritizing prospects, getting to decision makers, understanding needs and closing new accounts. The focus is purely on new account acquisition. This position will drive growth in the Engineering & Technology sector with particular focus on companies in the Chemical, Energy and High Tech sectors in the DACH region (Germany, Austria, Switzerland).

This field sales position is home based will report to the Regional Manager for New Business and is part of the Science & Technology Corporate Markets Sales team.

Key Delivery Areas

Account Acquisition - Commercial Responsibility:
Drive revenues to meet or exceed revenue targets

Develop and prospect new business opportunities

in new accounts

Execute account acquisition & product portfolio sales strategy for assigned territory

Drive a consultative sales process, and effectively engage and incorporate other Elsevier resources to optimize collaboration, maximize deal value and deliver high levels of customer satisfaction.

Lead negotiations, apply consistent, effective sales standards and tools to meet assigned sales targets

Prepare and conduct effective sales presentations

Effectively manage relationships with buyer and buyer influencers in target accounts during sales process

Sales Effectiveness:
On-going sales pipeline management reporting and updating

in CRM system

in alignment with the overall CM strategy

Forecasting and business development reporting, documenting sales results and forecasts

Manage customer contacts and establish frequent contact with customers by phone, through client site visits and industry events to meet monthly metrics

Participate in tradeshows and conferences

Responsible for operating within T&E budget

Qualifikationen

With consultative sales skills you have proven to be capable of creating opportunities for and then selling high value information or content rich workflow solutions to Engineering & Technology professionals within the assigned territory. You should be able to demonstrate that you can quickly assimilate the key feature, workflows and value propositions for our current product portfolio which includes Science Direct, Scopus, Engineering Village, Illumin8, Geofacets and Reaxys.

You will be comfortable selling to C-level management, senior researchers and Engineers

Desired Skills & Experience

Bachelors degree required. Chemistry, Biology, Engineering or Business is ideal.

6+ years direct sales experience acquiring new accounts in B2B environment.

Proven track record in New Business generation

Consultative sales or Miller Heiman experience is highly preferred.

Analytics including forecasting and business development plan creation and reporting

Scientific software, technology or STM content sales is ideal.

Must be able to travel domestically and internationally as required.

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Good verbal communication skills, fluent in German and English

Technical expertise

Technical knowledge and/or experience in basic research - Energy, Oil & Gas, Chemicals, Aerospace, Automotive, Electronics/Computer/Hardware/Software or Metals & Mining industries is highly preferred as the role will be responsible for the sale of scientific research tools including electronic delivery platforms and peer-reviewed digital content resources (e-books, journals & databases).

Key Competencies

Drives for Results

Builds Relationships

Technical & Professional Sales Expertise

Takes initiative

Solves Problems & Analyzes issues

Collaboration & Teamwork

Vollzeit

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Unbefristete Beschäftigung

Bewerbungsschluss (Bewerbungszeitraum) - extern

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Laufend

Elsevier - vor 20 Monaten - speichern - blockieren
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