About the role:
Manage and retain institutions in the “strategic” customer base in SEAHK
- Grows and Expands Account Relationships: Identifies key account stakeholders and implements strategies to grow and expand those relationships
- Analyzes Account Health & Mitigates Risks: Analyzes usage data to understand customer health and trends; Leverages data to proactively identify and mitigate issues
- Services Accounts & Defends Revenue: Manages relationships with key stakeholders and responds to customer issues or questions in a prompt and effective manner
- Completes In-Depth Customer Research: Leverages various sources to research customers and their needs; Seeks out market insights and trends; Uses research to tailor outreach and plan for customer meetings
- Acts as a Collections Advisor: Identifies collections gaps and recommends journal/non-journal products to improve research and teaching outcomes
- Manages Opportunity Pipeline: Follows Wiley sales processes and opportunity management approach; Captures efforts in a common and consistent way in CRM
- Influences Through Value-Selling Behaviors: Influences customers with a value-driven approach throughout the sales process; In written and verbal communications and in presentations
- Excels at Team Collaboration: Exhibits strong collaboration and teamwork to impact common account revenue goals.
How you will make an impact:
- Manages a portfolio of institutional accounts, and consortia, in a pod structure with SAM (Strategic Account Manager), CSM (Customer Success Manager), and SC (Sales Coordinator) teamwork.
- Manages and renews TA (Transformational Agreement) paperwork and compliance requirements annually (or, as needed) with institutions.
- Manages and renews journal and non-journal products in the “strategic” customer base.
- Identifies and manages non-journal cross-sell leads based on institutional-level collections needs.
- Works with the CSM to drive success in the management of existing TA customers.
We are looking for people who:
- undergraduate degree
- 3+ years of experience in the publishing industry
- Strong email/written communication skills
- Experience selling and managing academic research subscriptions, and products.
- Experience working in a highly collaborative team environment.