Account & Relationship Management Executive - Academic Solution Sales *Remote*

*You may be based from a remote home office location anywhere in or near TN or NC*

As an Account & Relationship Management Executive for Wolters Kluwer Health Learning Research & Practice, you will be responsible for building and maintaining effective long-term relationships and a high level of satisfaction with decision makers and influencers within an assigned group of customer accounts. You will develop and implement a comprehensive sales plan that includes new and existing sales strategies for large key accounts; maintain post-sales contact with large or strategic clients in order to facilitate a positive and productive long-term relationship; communicate with customers with regards to any account problems and discuss customer concerns and suggestions; focus efforts on product feedback, enhancement, upgrades, and development and report suggestions to and develop solutions with sales, order processing, and customer support team.  Your focus will be on selling digital access to medical journals, books, databases, and other online tools to medical and academic institutions.  You will be calling primarily on medical librarians, as well as CNO’s, CMO’s, CIO’s, Nurse Educators, faculty, Deans, and clinicians.  You will both expand and grow the existing customer base through strong product knowledge, effectively understanding customer needs and adeptly positioning Ovid’s content and value proposition with our customers. You will be accountable for all revenue generating activity within the territory accounting for $10.0 M+ in annual revenue.  You will report to the Manager, Account & Relationship Management – Health Learning Research & Practice.

YOU WILL:
 

• Learn Ovid’s suite of products
• Plan, organize, and implement sales strategy for the territory
• Maintain existing customer base in territory
• Prospect and develop new business within territory
• Prepare proposals and provide information regarding terms of sales, and delivery dates, based on customer needs
• Send accurate weekly forecast updates to Manager/Director of Sales
• Travel within territory and meet required customer facing activity each month
• Achieve sales objectives set forth for the territory
• Participate in regional and/or national trade shows occasionally
• Participate in company sales meetings annually
• Maintain and update Salesforce.com with contacts, meetings, proposals, etc.
• Learn internal (quote/accounting) systems
• Communicate regularly with Inside Sales Representative (support) to ensure timely delivery of renewals and identify up-sell opportunities.
• Have weekly calls with manager to discuss forecast and pipeline opportunities and perform other duties as assigned

YOU HAVE:
 

Education:  Bachelor’s degree or equivalent relevant work experience; MBA/Master’s degree preferred

Minimum Experience: 

3 or more years in comparable B2B sales or account management role including the following:

• Ability to manage own territory/account and monitor resources accordingly
• Developing and qualifying prospect lists
• Forecasting and reporting on sales activity using a CRM tool
• Collaborating with multiple internal and external stakeholders
• Conducting product demonstrations live and via online meeting tools
• Solid understanding of business, financials, products/services and the market, preferably with a reputation for providing a level of expert knowledge within your industry
• History of consistent over-quota achievement in a highly competitive market
• Excellent communication (both written & oral) and presentation skills
• Proficiency with MS Office suite (Word, Excel, PowerPoint, Outlook) and Salesforce.com or other comparable CRM applications
• Proficiency with virtual collaboration/presentation tools (MS Teams, Webex, etc.)

Preferred Experience: 

• Prior experience selling to clinical or academic institutions
• Working knowledge of healthcare market

Travel Requirements:

• Up to 50% travel within territory for customer visits, sales meetings and trade shows

The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications as these may vary depending on location and line of business. The specific requirements may differ due to local or regional differences.

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