Developing and delivering proactive engagement strategies, health checks, and business reviews
Analyzing product usage and satisfaction to ensure renewals and long-term value
Identifying risk signals early and take action to mitigate churn
Negotiating contracts that are mutually beneficial to both the customer and Elsevier
Identifying upselling and expansion opportunities aligned with customer goals
Positioning additional Clinical Solutions products to meet emerging needs through consultative selling
Leading sales motions from discovery through negotiation and closing
Building deep, trusted relationships with stakeholders across clinical, administrative, and IT functions
Serving as a consultative partner aligned to client objectives
Owning the end-to-end sales process for renewals and expansions
Coaching sales executives on expansion opportunities that meet customer needs
Forecasting accurately and manage pipeline using Salesforce CRM
Working closely with Sales Executives and Customer Success to drive results
Sharing market feedback and help shape product improvements
Supporting coaching, mentoring and training of new team members on occasion

Have 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
Display confidence when presenting to and influencing clinical, operational, and executive stakeholders
Have excellent presentation, communication, and strategic thinking skills
Able to thrive in a fast-paced, deadline-driven environment
Are skilled in using Salesforce CRM and Microsoft Office tools (Excel, PowerPoint, Word)
Able to adopt sales methodologies such as MEDDPICC, Challenger, Miller Heiman and/or Franklin Covey within your workflow
Able to travel overnight, generally up to 30% of the time or based upon the needs of the business and our customers

Health benefits: medical, dental, and vision coverage
Retirement benefits: 401(k) with match and Employee Share Purchase Plan
Wellbeing: wellness platform, Headspace subscription, and Employee Assistance Programs
Insurance: short
and long-term disability, life, accidental death, critical illness, and hospital indemnity
Family benefits: parental leave, adoption, and surrogacy support
Savings accounts: HSA, FSA, dependent care, and commuter benefits
Paid time off, plus volunteer and Employee Resource Group participation days

Strategic Account Manager, Clinical Solutions

Key skills