Develop and deliver proactive engagement strategies, health checks, and business reviews.
Analyze product usage and satisfaction to ensure renewals and long-term value.
Identify risk signals early and take action to mitigate churn.
Negotiate contracts that are mutually beneficial to both the customer and Elsevier
Identify upselling and expansion opportunities aligned with customer goals.
Position additional Clinical Solutions products to meet emerging needs through consultative selling.
Lead sales motions from discovery through negotiation and closing.
Build deep, trusted relationships with stakeholders across clinical, administrative, and IT functions.
Serve as a consultative partner aligned to client objectives.
Study market trends and become an industry expert within your designated health system region
Own the end-to-end sales process for renewals and expansions.
Coach sales executives on expansion opportunities that meet customer needs
Accurately forecast and manage pipeline using Salesforce CRM.
Work closely with Sales Executives and Customer Success to drive results.
Share market feedback and help shape product improvements.
May support coaching, mentoring and training of new team members

2+ years of experience in healthcare sales or account management – ideally selling SaaS technology or information solutions to hospitals or health systems
Proven success in renewal management, upselling, or cross-selling
Confidence when presenting to and influencing clinical, operational, and executive stakeholders
Strong presentation, communication, and strategic thinking skills
Ability to thrive in a fast-paced, deadline-driven environment
Skilled in using Salesforce CRM and Microsoft Office tools (Excel, PowerPoint, Word)
Bachelor’s degree required
MBA is a plus
Adopts sales methodologies such as MEDDPICC, Challenger, Miller Heiman and/or Franklin Covey within your workflow.
Be able to travel overnight, generally up to 30% of the time or based upon the needs of the business and our customers

Strategic Account Manager, Clinical Solutions

Key skills