Account Manager Sales - Cape Town Verfied

R 700k per annum Cape Town, Western Cape Cape Town, Western Cape more than 14 days ago 20-11-2017 4:03:39 PM
15-01-2018 4:03:39 PM
Are you an experienced Account Manager (AM) with a track record in selling information tools, eager to contribute to our Global Sales division? Our Account Manager vacancy can be your next challenge! We are currently looking to recruit new colleagues who are able to sell all our core-applications to Academies, Governmental institutions and corporations.

As Account Manager you plan and manage the overall accounts, you are the primary strategic account owner and drive the overall Elsevier business at the account in his/her territory.

Working together!
- You will become part of the Corporate Sales Team, a team of enthusiastic sales professionals responsible for all corporate and governmental sales in South Africa.
- The AM is the main strategic account executive – ensuring other sales roles and Elsevier stakeholders are aligned with the overall account strategic plan and account engagement plan.
- The AM encourages, facilitates and leverage the other sales roles 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.
- You will report to the Regional Account Director based in Egypt. This position needs to be based in either Cape town or South Africa.

The product portfolio:
- You will be selling our core products to Academies, Governmental institutions and corporations.
- More info about the products can be found via:



- You will also have shared targets for the other businesses; research management, lifesciences, ebooks and engineering.

Your responsibilities:
- Responsible for new-sales and for strategic account planning, ensuring appropriate input from other stakeholders, and focusing on the customer’s business strategy.
- Responsibility to connect to c-level personnel at the customer organization
- 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.
- As the Account Manager 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.
- 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. Leads or drives high -
value, complex and potentially highly political negotiations (e.g. at consortia or country level)
- You are responsible for successfully meeting current year and longer term revenue growth goals by working together with the other sales roles as a tight-knit team in the territory.
- You will interact with various stakeholders at an account – not just the commercial buyer – and work to transform the value perception of Elsevier‘s core offering with researchers at the account.
- Build long-term Elsevier success in your territory.

What you should bring:
- Bachelor degree (or higher)
- Proven track record selling technology and solutions
- Fluent in English
- Love building relationships with multiple internal and external stakeholders (e.g. senior levels)
- Experience in adept at building out (expanding) business with a customer
- Experienced in strategic account planning; can connect the dots within customer’s institutions
- Strong communication (verbal and written) and presentation skills
- Experienced in working in an international matrixes organization
- A passion for sales and an empathic customer focused mentality
- This job requires frequent travelling to diverse locations within your respective territory (40%).

What we offer:
- We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive.
- Variable compensation driven by total revenue performance vs targets for the year.
- Commission paid on total revenue (all products), including new sales and major active renewals.
- Bonus plan subject to the company annual results
- Flexible working arrangements
- Additional benefits, like memberships of Elsevier’s magazines, discount on books and other facilities
- Several local and global networking communities to share best practices and knowledge
- Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, healthcare and protect the environment.

Training:
- Sales Academy offering as per your defined Learning Path.
- Miller Heiman account and opportunity planning training.
- Vantage negotiation and consultative selling training.
- World of the Researcher training.
- Numerous training, coaching and e-learning modules for long term job opportunities and development

Application:
- Comprehensive CV
- Matric Certificate
- Tertiary results of all subjects completed
- An assessment or business case could be part of our selection procedure. Please be aware that we request references and a copy of your certificates at offer stage.

Recruiter: CareerAnchor