We are looking for a passionate, driven and collaborative Account Manager based in Penang, Malaysia for the Academic and Government product portfolio in Clarivate to cover the Indonesia region. The appointed candidate will be working in consultation with stakeholders across the education, research and innovation ecosystem. Success in the role will transform how teaching, learning and research is conducted, having a direct impact on innovation in society.
Job Description
Account Manager for Academic and Government segment covers a portfolio of products that include tools and services across Research & Analytics, Information Services, Library Software and Scholarly Books business units in Clarivate. Your main customers are public/private universities, government bodies such as national research institutes, research funding bodies and corporate research divisions. The primary role of the Account Manager is to identify customers’ needs, ensure subscription retention of existing customer base, achieve maximum sales revenue, growth and account penetration within as assigned accounts and territory by effectively selling Clarivate products or related services to customers. You will be collaborating with a larger team of sales specialists and local distributors.
The role will entail onsite visits as well as online engagements with the potential customers while meeting/exceeding sales target in the key target geography (Indonesia). This position supports the efforts for effectively managing, sustaining and developing customers by using a consultative, collaborative and solutions selling approach.
We serve stakeholders in libraries, teaching & learning, research, research management, government policy and research publishers, by providing relevant content, intelligence and workflow software solutions. Relevant products include Web of Science, InCites, ProQuest databases and Alma.
The Government sector is highly influential and profitable. The role will require extensive research and engagements with government policymakers to understand and anticipate government policies that have direct impacts on the book of business.
About You – experience, education, skills, and accomplishments
- Bachelor’s degree required
- Must speak & write fluent English and Bahasa Indonesia at minimum (Both are non-negotiable)
- Substantial sales and account management experience (5+ years), preferably in subscription of electronic content, research intelligence databases and workflow software solutions.
It would be great if you are . . .
- Sales experience focused on Academic and Government will be a plus
- Excellent oral, written and presentation communication skills
- Well-developed and excellent relationship building and influencing skills at all levels
- Self-starter, with a high level of self-direction, motivation, and energy
- Advanced PC skills, including MS Office (Word, Excel and PowerPoint)
- Ability to travel approximately 50% of the time
What will you be doing in this role?
- Responsible for the achievement of sales targets and activity goals
- To devise and implement strategies to develop the defined accounts and generate new sales
- To promote and sell our products to new customers. This involves site visits, preparing written proposals, explaining, positioning and demonstrating products, phone and email contacts, as well as exhibit activities.
- Maintaining existing subscription revenue; responsibilities include managing the renewal and invoicing processes related to your account base.
- Collaborate with any essential Clarivate staff needed to achieve annual net new & retention goals.
- Must develop and maintain an advanced knowledge of Clarivate products & services and promote these products through Face to Face site visits (> 50% of time spent in front of customer base), phone calls and e-mails.
- To develop and maintain strong customer relationships
- To contact new leads generated from marketing campaigns, exhibitions, conferences, seminars, customer enquiry and online usage data, analyze information requirements and maximize new business revenue
- To conduct prospecting and conduct market research
- To sell in a consultative sales environment
- To consistently deliver exceptional client service.
- To provide accurate and complete market feedback on: competition, new product concepts, service issues, and customer requirements as well as marketing opportunities like seminar, trade show and other programs.
- To maintain an accurate and complete contact file in the sales automation system (Salesforce) as well as document all travel schedules, face to face meetings, phone and email contacts, and quotation activities.
- To maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes. Prepares regular sales reports and forecasts as required, including sales pipeline.
- Develop thorough knowledge of clients needs; understands customer workflows and what is important to their business
About the Team
This role is reporting to the Segment Sales Manager, Southeast Asia. You will be part of the regional segment sales team, working in collaboration with external sales partners (agents & distributors), sales specialists, support teams and marketing.
Hours of Work
This is a full-time hybrid position based in Penang, working during core business hours in your territory/time zone, with flexibility to adjust to various global time zones as needed.
At Clarivate, we are committed to providing equal employment opportunities for all persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.
