Senior Account & Relationship Manager
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
Bachelor’s degree or equivalent is required; MBA preferred
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
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)
Experience selling into the C-suite
Positive attitude, with energy, enthusiasm, and compassion
Ability to travel up to 25%