Offre d'emploi n° 9855505


Type de contrat : CDI
Localisation : Paris - Paris
Entreprise : Elsevier
Fonction : Commercial - Vente

Publiée le 27/05/2023
Expérience souhaitée : 5 à 10 ans
Niveau d'études souhaité : Aucun diplôme

Description du poste

The Key Account Manager is responsible for maintaining relationships at the top French academic institutions and for revenue growth within the relevant institutions. The KAM is the main strategic account planner, drives the overall Elsevier business for research products at the accounts in his/her territory and will contribute to the overall French account strategy in coordination with the Regional Account Director. The KAM encourages, facilitates and leverages the other sales roles within the territory in order to optimize Elsevier‘s business at the account –working with Solution Sales Managers(SSM) to drive new sales of specific solutions, and working with Customer Consultants(CC) to ensure customers get the most value out of our solutions so as to secure renewals and future growth. The KAM will work closely with the Vice President, Academic Relations and the Vice President, Global Policy to stay connected to senior stakeholders across the UK Higher Education and Research Policy landscape. The KAM will report to the Regional Account Director Southern Europe. This position is based in France. Your responsibilities KAMs develop and maintain relationships across senior stakeholders at these accounts – not just the commercial buyer – and work to transform the value perception of Elsevier‘s core offering with researchers at these accounts. As the KAM you are responsible for meeting or exceeding the annual revenue targets and achieving long-term growth of overall Elsevier business at the account or territory. The KAM is responsible for new business for core products and leads all renewals for core products and solutions The KAM is responsible for customer loyalty and customer satisfaction. This means you are the expert on the customer; you know everything about the customers’ business, strategy and research needs, budgets and competitive products at the customer. You translate this knowledge into implications for the holistic Elsevier value proposition and the solutions we offer. Next to that, you will deliver the content value story to the customer (institute, library and researchers) and drive customer value perception of Elsevier content, products and services. The KAM will drive high value, complex and potentially highly political negotiations (e.g. at consortia or country level) Responsible for strategic account planning, ensuring appropriate input from other stakeholders, and focusing on the customer’s business strategy. The KAM is the main strategic account planner and will develop the French sales strategy in coordination with the Regional Account Director. Developing the French Sales Strategy will require coordination among internal resources in a matrixed organization with a clear strategic vision and organizational abilities. What you should bring University Degree Proven track record selling technology and solutions in a B2B environment (minimum of 7 years) Proven experience developing senior executive relationships in the academic space Proven experience working with C-level, Ministry level, highly complex and political Customer Stakeholders Strong analytical and data-storytelling capabilities Experience in adept at building out (expanding) business within a customer Experienced in strategic account planning; can connecting the dots among stakeholders within an institution Excellent communication (verbal and written) and presentation skills in Fench and English A passion for Consultative Solution selling (Enterprise Software) Demonstrable ability to lead projects in a matrixed organization Experience in developing and executing medium to long-term sales strategies in a complex environment This job requires frequent travelling to diverse locations within your respective territory (up to 50%). ----------------------------------------------------------------------- Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: . Elsevier is a global information analytics business that helps institutions and professionals advance healthcare, open science and improve performance for the benefit of humanity.We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers.Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, 38,000 e-book titles and many iconic reference works, including Gray’s Anatomy. Elsevier is part of RELX Group. With a wide range of technology jobs, commercial and business jobs, and graduate jobs, there is a part for everyone to play. We need talented people to help us inspire ground-breaking research. Be curious. Be challenged. Be involved. Discover Elsevier.

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