AM – Hospital Solutions (E-Business)

Maintain and build relationships and improve customer satisfaction:
• Owns the overall Elsevier customer relationship with the customers in the territory assigned
• Build and maintain relationships with key decision makers in- and outside (e.g. influencers) key accounts; continue to expand executive level relationships at current customers
• Responsible for customer loyalty and customer satisfaction
Revenue & Sales Management:
Achieve the Annual revenue targets (New Sales and renewals) in the segment. Driving the revenue of the International portfolio of E-products in healthcare market (ClinicalKey, Journals Consult, Amirsys Products, Embase, Scopus). Manage the Hospital accounts in the Region through effective negotiations, pipeline management and customer engagements programs. Manage the accounts without compromsing on company policies.
Responsible for Account Management and Market Knowledge:
• Responsible for strategic account planning (Blue Sheet), ensuring appropriate input from other stakeholders, and focusing on the customer’s business strategy. Ensures alignment to deliver holistic Elsevier value/revenue to the account, in line with the institution’s strategic objectives.
• Overall account stewardship: owns the overall institutional strategy and planning of the customer engagement plan
• Executes against the strategic account plan, driving active engagement with important Elsevier stakeholders and influencers
Knowledge of Customer, Product Knowledge and MIS:
• Key expert on the customer: knows everything about the customer’s business, strategy and research needs, budgets, competitive products at the customer. Able to translate this knowledge into the implications for the holistic Elsevier value proposition and the solutions we offer. ....Develop complete product knowledge of E-Products of Elsevier to develop effective discussions with customers. Build and develop sales competencies through training on products, systems and sales techniques. Implement sales strategies for E-Products, journals and databases based on South Asia strategic directions and sales goals. Effective monthly forecasting with a strong skill of sensing the business challenges and coming up with effective solutions to mitigate the risks, if any.
Effective Reporting through Monthly/Quarterly Sales Reports, Sales Forecasts and CRM Pipeline Updations and Call Reports.
General Competencies:
-Drives for results
-Establishes Stretch Goals
-Technical and Professional Expertise
-Solves Problems and Analyzes Issues
-Collaboration and Teamwork
-Builds Relationships
-Takes Initiative
Technical and Functional Competencies:
• Sales Negotiations and Business Development
• Communication, presentation, negotiation & inter-personal skills
• Ability to collaborate & work effectively with colleagues in other functionalareas
• Customer focus & business acumen • Demonstrated capability of managing large customer accounts with multiple stakeholders
-A minimum of 4-5 years experience in Industry and the Online business environment (B2B).
-A successful track record in selling, Planning and executing sales strategies in new market and new product environment. -Strong result orientation, achievement and analytical skills - Strong knowledge of the Scientific subscription business would be an added advantage.
- Good Knowlegdge of MS Office Tools (Powerpoint, Excel, Word)