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Role Description

The Account Manager drives commercial excellence by delivering sustainable revenue growth and building long-term strategic partnerships within assigned strategic accounts and territories. This includes managing renewals, identifying new opportunities, and building strong relationships with key stakeholders to deliver value aligned with the organization’s strategic objectives. This role requires a deep understanding of customer needs, industry trends, and the ability to position the full Elsevier portfolio to create value.

Responsibilities

• Drive Commercial Edge
  • Prioritize customers: Conduct comprehensive needs analysis to understand customer challenges, goals, and opportunities.
  • Represent Elsevier as a trusted advisor, aligning solutions to customer strategies and delivering measurable improvements.
  • Deliver sustainable performance: Achieve revenue targets through new sales and timely renewals, ensuring long-term account growth.
  • Use data and insights to inform decisions, forecast accurately, and identify growth opportunities across the full portfolio.
• Collaborate to Deliver
  • Partner with internal teams (marketing, product, customer success) to design and execute strategic account plans.
  • Communicate impactfully with stakeholders, presenting solutions clearly and persuasively.
  • Champion inclusion and leverage diverse perspectives to strengthen customer engagement and team performance.
• Act with Agility
  • Navigate complex, matrix environments and adapt quickly to changing customer needs and market conditions.
  • Embrace curiosity by continuously learning about customer industries, Elsevier’s evolving portfolio, and emerging trends.
  • Build strong internal and external connections to accelerate decision-making and reduce barriers.

Core Competencies

• Customer Needs Analysis: Ability to uncover and interpret customer priorities, pain points, and strategic objectives.
• Portfolio Expertise: Deep understanding of Elsevier’s full product and service offering, and ability to position integrated solutions.
• Results Orientation: Demonstrates urgency and accountability in achieving revenue and growth targets.
• Data-Driven Decision Making: Uses analytics and insights to guide actions and measure impact.
• Inclusive Collaboration: Builds trust and fosters cooperation across diverse teams and stakeholders.
• Agility and Resilience: Adapts to complexity and maintains focus under pressure.

Qualifications

• Fluency in English.
• Bachelor’s degree or equivalent professional experience.
• Minimum 3 years in B2B sales or account management, preferably in corporate or knowledge-based industries.
• Proven success in strategic account planning and consultative selling.
• Strong communication, negotiation, and presentation skills.
• Proficiency in Salesforce, Microsoft Office, and other sales enablement tools.
• Experience working in a matrix organization and managing complex stakeholder relationships.

Benefits

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits.
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan.
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs.
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity.
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits.
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts.
• In addition to annual Paid Time Off, we offer up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice.