About the role:
We are looking for an Account Manager to drive highest possible revenue and profits with clients across the defined territory, by developing solutions from across the Wiley portfolio of content whilst supporting our clients in achieving their promotional and educational objectives. The Account Manager will collaborate with local, regional and global sales and editorial teams to drive corporate revenue across key therapy/subject areas and with key local and global accounts. Also will need to cultivate strong relationships with clients and identify new business opportunities.
How you will make an impact:
Sales & Account Management
• Acts as a primary point of contact at Wiley for assigned territory
• Maintains regular contact (including virtual or face to face interactions with a defined client base in order to understand the client's marketing/educational objectives.
• Anticipates and understands customer/account needs, feedback and objections, and identifies and explains solutions, often in challenging or complex selling situations
• Uses a consultative selling approach to suggest appropriate solutions.
• Drive a solution-focused client strategy incorporating all revenue streams across both print and online channels
• Maintain accuracy of pipeline and customer insights in Salesforce and deliver accurate and timely forecasts for the territory
Develop & Implement Strategic Account Relationships
• Acquires new customers, builds, and maintains strong business relationships.
• Develop key networks, relationships with senior-executive level customers
• Identify and develop market-based partnerships to extend reach and drive revenue
• Work independently or lead teams to identify, pursue or manage accounts/opportunities with large size/strategic importance/risk of loss
• Represent Wiley at relevant conferences and events to develop potential business contacts.
Drive Account Growth
• Achieve forecasted revenue targets within the territory
• Drive the company strategy by leading business development to meet forecasted revenue targets
• Proactively develop and maintain client relationships through targeted business development and account management within the territory
• Understand emerging market trends and interdependencies impacting customers; leverage understanding to expand relationships
Develops Strong Internal Relationships
• Works with the Wiley Marketing, Project, Editorial, and PITCH team to understand the client's strategies and future direction, to form strategic proposals to their clients
• Liaise closely with Journal Publishing Managers and journal editors in developing and improving our offerings to corporate clients
• Oversee timelines and delivery deadlines with the Projects team and other production teams.
• Develops strong internal relationship management to recruit the required advocacy and support within and beyond the Corporate Sales team to drive business development
• Develops strong relationships with internal departments that are instrumental to delivering on our Corporate Sales objectives (e.g. Customer Success, Sales Operations, Finance, Credit Control)
• Develops and leads colleagues; acts as a role model for those with less experience
Corporate Responsibilities
• Follow all company policies and procedures
• Adhere to department procedures and Sarbanes-Oxley (SOX) workflow control processes, in respect to all work activities, as required for the position
• Use initiative in performing duties and continually review current work practices with a view to recommending efficiency improvements
• Follow company policy and guidelines that support the principles of equal employment and contribute towards a harassment-free work environment
• Follow workplace health and safety guidelines and instructions. Maintain a duty of care towards yourself and others.
What we are looking for:
- A minimum of 8 years working experience in sales and/or marketing.
- Experience in sales and/or marketing in the pharmaceutical, healthcare and or educational sector would be desirable.
- Knowledge and experience of medical information systems e.g. on-line databases, journals and publications, and journal information management would be desirable.
- Has a track record of exceeding financial goals successfully.
- Extensive experience within an industry that advocates for a structured sales approach.
- Broad experience/familiarity across a number of therapeutic areas or scientific disciplines.
- Knowledge of strategic intent and experience in evaluating and interpreting client's brief.
- Willingness to travel 50-60% of the time to visit clients and to attend annual sales conference
