MidFull TimeEN
Account Manager - Renewals
Are you a talented sales professional?
Would you like to join a company that helps advance science, technology and health?
About the Team
Elsevier is part of the Reed Elsevier Group plc., which is a world leading provider of professional information solutions in science and health, legal, risk management, and business to business sectors.
As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. A global company headquartered in Amsterdam, employing more than 7000 people in 24 countries, we help customers advance science and health by providing world-class information and innovative tools that help them make critical decisions, enhance productivity and improve outcomes.
About the Role
As an Institutional Account Manager (Renewals), you will be responsible for the commercial health, retention, and growth of Elsevier’s existing customer base. Your role is twofold: defending our current market share against competition and ensuring incremental revenue growth through strategic price uplifts and expansion. You will serve as the commercial lead for our Health Science Solutions, partnering closely with Customer Success Managers (CSMs) to align our product value with the customer’s business needs. You will manage high-level stakeholder relationships, lead commercial negotiations, and ensure that every renewal reflects the increasing value of Elsevier’s portfolio.
Responsibilities
1. Revenue & Renewal Management
· Retention & Defense: Own the end-to-end renewal process, proactively defending Elsevier’s footprint against competitors and ensuring high retention across your territory.
· Incremental Growth: Drive annual revenue growth by negotiating year-over-year price uplifts and ensuring contract values aligned with current market rates and product enhancements.
· Qualified Forecasting: Utilize the MEDDPICC framework to qualify renewal opportunities, identifying potential risks early and ensuring a clear path to commercial closure.
· Commercial Accuracy: Manage the negotiation of price adjustments and contract restructuring, maintaining accurate pipeline data and revenue forecasts within Salesforce.
2. Customer Success & Relationship Management
· CSM Collaboration: Work in tandem with Customer Success Managers (CSMs) to monitor account health and usage data. You will leverage the "value stories" created by the CSM to justify price increases and commercial expansions.
· Stakeholder Engagement: Build and maintain professional relationships with Economic Buyers and Champions to demonstrate the ongoing ROI of Elsevier’s solutions.
· Account Planning: Participate in joint account planning sessions with CSMs to identify "Pain" points early and develop effective mitigation strategies for at-risk revenue.
3. Strategic Growth & Market Insights
· Expansion Identification: Identify opportunities for seat expansions or additional module up-sells during the renewal cycle by identifying new Decision Criteria within the account.
· Voice of the Customer: Act as a bridge between the market and the company by sharing customer feedback regarding product experience and feature requirements with the Product and Commercial teams.
· Competitive Awareness: Monitor market trends to effectively position Elsevier’s value proposition and defend against competitive displacement during the renewal window.
4. Mentorship & Peer Leadership
· Methodology Coaching: Serve as a resource for the team on the application of MEDDPICC within a renewal context, specifically around navigating the Paper Process and identifying Metrics to support price increases.
· Process Improvement: Share best practices regarding renewal playbooks and negotiation tactics for achieving incremental revenue targets.
Requirements
Renewal Lifecycle Management: Manage the entire renewal process for Elsevier Health Science Solutions, shifting the focus from initial acquisition to long-term retention and expansion.
Relationship & Value Advocacy: Develop deep client relationships by establishing yourself as a trusted advisor to C-level executive stakeholders. Conduct regular business reviews to demonstrate ROI.
Competitive Intelligence: Maintain an expert-level understanding of the competitive landscape to effectively counter-position rivals and defend Elsevier’s market share during renewal negotiations.
Product Strategy & Feedback Loop: Act as the "Voice of the Customer" by synthesizing feedback regarding User Experience (UX) and navigation. Communicate specific development requests and feature gaps to the Commercial and Product teams to influence the future roadmap.
Market Analysis: Monitoring market developments to understand the impact of our execution and to improve our go-to-market strategies for Elsevier's clinical solutions in the Health Sciences market.
Strategic Planning & Forecasting: Manage planning, forecasting, and monitoring against budget. Understand business challenges and implement effective solutions to mitigate churn risks.
Strategic Thinking: Ability to devise audience-focused communication plans that help achieve long-term retention and growth goals.
Consultative Selling: A solid background in using a solutions-sales approach to consultative selling in a complex B2B environment.
Negotiation Excellence: Demonstrated networking and negotiation skills, particularly in navigating "at-risk" accounts, price-increase objections, or complex multi-year contract restructurings.
Analytical Skills: Excellent organizational skills and a data-driven approach to managing large account portfolios, using CRM data to drive commercial decisions.
Customer Centricity: Proven ability to build and maintain relationships both internally and externally through value-driven, professional interactions.
Sales Excellence: Update the CRM system (Salesforce) with accurate customer and pipeline data focused on monthly forecasting and revenue delivery.
Sales Methodology: Proficiency in MEDDPICC (or a similar framework) to ensure rigorous deal qualification and forecasting accuracy.
Work in a way that works for you
We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
Working for you
We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
Medical Inpatient and Outpatient Insurance: Coverage for your healthcare needs.
Long Service Award: Recognition for your dedication and loyalty.
Flexible Working Arrangements: Balance work and personal life effectively.
Access to Learning and Development Resources: Empowering your professional growth.
About the Business
A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
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We are 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.
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