Account Manager for Poland and Baltic States

Opis stanowiska

Achievement of Revenue Goals

• Achieve overall revenue targets for a portfolio of scientific databases and solutions including journals and ebooks.
• Elucidate client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
• Formulate focused strategies tailored towards the market; align sales approach needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts.
• Work with the Product Sales Manager and SciVal Consultant to ensure that mutual targets/objectives are achieved.
• Generate effective written sales communications and reporting.
• Travel extensively (50% travel) in Poland and Baltic States to further enhance relationships and network with academic and government customers.
• Self-starter attitude, excellent self-management skills effectively organizing travel priorities, manage different priorities from various stakeholders.

Sales Development

• Contribute to the development of the company sales strategy. Work closely with government agencies to develop EU Structure Funded projects for scientific databases and solutions.
• In collaboration with the Product Sales Manager and SciVal Consultant, when applicable, identify and/or create opportunities and present to the customer as a compelling solution.
• Gather, monitor and evaluate competitive information and impact on sales and product development activities
• Review monthly reports documenting sales results and forecasts for the remainder of year and adjust actions accordingly.
• Provide feedback to market development groups.
• Participation in trade shows and conferences.

Relationship Management

• Develop sustainable relationships with all relevant decision makers and influencers at the customers and outside contacts necessary to engage the customer to cross sell and up sell Elsevier electronic products.
• Establish frequent contact with customer by phone, at place of business and industry events.
• Provide market feedback to enhance product development for a more customer-focused product.
• Provide customer support and after sales follow-up.

Product knowledge

• Enhance knowledge about technical aspects of Elsevier products. develop and maintain product and related market expertise
• Integrate and process information derived from current projects, customers, market awareness and technical knowledge.
• Contribute to development of new products and services.

Wymagania

Competencies:

• Sales Process Management, Consultative Selling, Relationship Building, Communication, Adaptability, Problem Solving, Interpersonal Effectiveness, Creativity and Innovation, Customer Knowledge, Product Knowledge, Team Selling, Technical Knowledge, Conceptual Selling, Pricing, Competitive Industry Knowledge, Negotiation Skills, Conflict Management.

General Knowledge and Technical Skills:

• Knowledge of marketing and sales, command of sales cycle, understanding of IT aspects and technical features of electronic products, presentation and negotiation skills, excellent communication skills, ability to listen and respond effectively to all levels of clients and colleagues, analytical skills, and ability to discern and cope with complicated decision processes.

Required Education and Experience:

• Bachelors degree required, Masters degree is strongly recommended.  3-5years of sales/marketing experience, preferably with online or electronic; helpful.
• Work experience in a multinational company desired.
• Consulting experience is a plus.
• English proficiency required.
• Candidate lives very close to regional airport hub e.g. Warsaw.