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Senior Account & Relationship Manager

UpToDate

UpToDate

Customer Service
Remote · Massachusetts, USA
Posted on Friday, January 26, 2024

The Senior Account & Relationship Manager for Wolters Kluwer Health has primary responsibility for exceeding sales goals and driving profitable growth in accounts within the territory. Focus will be on selling electronic access to journals, books, databases, and other software tools to for-profit corporations including CROs, pharma and medical device companies.


The Senior Account & Relationship Manager will be calling primarily on Librarians, Information Scientists, Heads of Global Regulatory Affairs, Directors of Medical Affairs, and the C-suite. They will both expand the customer base and grow existing customer business through strong product knowledge, effectively understanding customer needs and adeptly positioning Ovid’s content and value proposition with our customers. The Senior Account & Relationship Manager will be responsible for managing a territory covering our all corporate customers geographically located in the Eastern United States.

Location: US Remote

Job Qualifications

Education:

  • Bachelor’s degree or equivalent is required; MBA preferred

Responsibilities:

  • Demonstrate Ovid’s suite of products to customers and prospects

  • Plan, organize, and implement sales strategy for the territory

  • Maintain retention of 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

  • Provide accurate weekly forecast updates to Director of Sales

  • Regular travel within territory and required customer facing activity each month (25%)

  • Achieve sales objectives set forth for the territory

  • Occasional (3-5x per year) participation in regional and/or national trade shows.

  • Participation in company sales meetings (2x per year)

  • Maintain and update Salesforce.com on a daily basis with contacts, meetings, opportunities, etc.

  • Work with Inside Sales Representative (support) to ensure timely delivery of renewals and identify up-sell opportunities.

  • Weekly calls with director to discuss forecast and pipeline opportunities and perform other duties as assigned by director

  • Responsible for maintenance and growth of $7 million territory of for-profit companies

Key Requirements:

  • 5+ years of related sales and account management experience

  • Excellent Communication (both oral and written) and presentation skills

  • Self-starter with an ability to manage own territory

  • Proven track record selling into the pharmaceutical and medical device companies, and CRO’s (preferred)

  • Exceptional Drive

  • Solution Selling

  • Experience selling into the C-suite

  • Competitive Spirit

  • Positive attitude, with energy, enthusiasm, and compassion

Travel Requirements:

  • Ability to travel up to 25%