Solution Sales Account Manager / ELSEVIER　Academic & Government (A&G)

【会社概要】

エルゼビアは、科学と医療分野における情報提供と意思決定支援のグローバルリーダーです。

高品質なコンテンツと高度な分析を組み合わせ、複雑な課題を解決し、重要な意思決定を支援します。

研究者、大学、政府、医療従事者を支援し、知識の発見・共有、協働、イノベーションを促進します。

私たちは、コンテンツの信頼性と再現性を維持しながら、科学・医療・教育の発展に貢献します。

世界60拠点に9,500名の社員と2,300名以上の技術者を擁し、幅広いキャリア機会を提供しています。

エルゼビアはRELXグループの一員です。

【担当製品】

・Scopus（スコーパス）：世界最大級の抄録・引用データベースで、学術論文や研究成果を包括的に収集・分析するためのプラットフォーム

・SciVal（サイバル）：研究機関や大学、政府、資金提供者が研究パフォーマンスを分析し、戦略的意思決定を行うためのプラットフォーム

・Pure（ピュア）：大学や研究機関が研究活動に関する情報を一元管理し、可視化・報告するためのプラットフォーム

【製品紹介】

Scopus: https://www.elsevier.com/ja-jp/products/scopus

SciVal: https://www.elsevier.com/ja-jp/products/scival

Pure:  https://www.elsevier.com/ja-jp/products/pure

【職務内容】

・収益目標の達成

科学データベースやソリューション製品、コンテンツライセンスを含む全製品の売上目標を達成します。

・コンサルティング型営業

顧客のニーズを丁寧にヒアリングし、それを現実的な提案やパッケージにまとめます。

・市場に合わせた戦略策定

市場の動向を踏まえた販売戦略を立て、会社の方針に沿って営業アプローチを調整します。

・年間アカウントプランの実行

年間計画を立て、必要に応じてアカウントマネージャーと協力して実行します。

・競合情報の収集とフィードバック

競合他社の情報を集めて分析し、市場からの声を事業部門に伝えて、製品開発や戦略に反映させます。

・展示会・カンファレンスへの参加

業界イベントに参加し、合意された成果（新規顧客獲得やブランド認知向上など）を達成します。

【応募要件】

・学士以上の学歴　（顧客は大学、政府機関など）

・日本語ネイティブ、英語ビジネスレベル　（海外とのやりとりあり）

・業界は問わないが、営業経験５年以上

・新規開拓、提案営業、新規プロジェクト営業の経験必須（約８割は新規営業）

・Cレベル以上の担当者とのやり取り経験

・国内/海外出張できる方

―国内は全国、現時点では、関東全域、北陸を担当予定

―海外は年２回を予定、APAC/Global会議

・チャレンジ精神

このポジションは、戦略的な営業活動と市場情報の活用を通じて、製品の売上を最大化し、顧客との信頼関係を築く役割です。単なる営業ではなく、コンサルティング型の提案力と市場分析力が求められます。

【You Tube】

https://www.youtube.com/watch?v=3SlLCsVeF44

Do you have experience with Research Intelligence solutions?
 

Do you have experience partnering with Academic & Research institutions?
 

About our Team

The Research Intelligence team specializes in understanding what data is available for research leaders and what tools are best leveraged to analyze the data. We provide research intelligence tools and data for customers who are looking for insights via analytics to improve their strategy and impact. We dive into complicated questions and find answers that are supported with accurate, in-depth analysis.
 

About the Role

You will partner with your accounts, calling on key stakeholders to measure and improve the client satisfaction of our products. You will provide excellent customer support and value-added services to ensure retention and renewal of our customers. You will build and manage relationships to identify opportunities for sales of new and additional Solutions products.
 

Responsibilities

• Achieving overall revenue targets for a portfolio of scientific databases and solutions. Including Solutions Products and Content Licensing.
• Understanding client needs in a consultative approach. Translating into realistic propositions and packages in support of the company sales strategy.
• Formulating focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies.
• Conducting annual account planning and execution (jointly with Account Manager where required).
• Gathering, monitoring and evaluating competitor information and providing market feedback to the business to enhance product development and Go-To-Market strategy.
• Participating in trade shows and conferences, with agreed outcomes..

Requirements

• Experience at senior levels in sales, account management or similar.
• Able to operate on an operational, tactical and strategic level.
• Have a proven track record selling technology and solutions.
• Experience in building out (expanding) business with a customer and in strategic account planning. You can connect the dots within customer’s institutions.
• Experience and knowledge of specific Research Intelligence solution areas and background in complex solution-sales approach. (“Consultative selling.”)
• Fluency in spoken and written Japanese and business level English
• Have exceptional communication (verbal and written) and presentation skills.
• Experience selling enterprise software and working in an international matrixed organization.

Work in a way that works for you

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working for you

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Medical Inpatient and Outpatient Insurance: Coverage for your healthcare needs.
• Long Service Award: Recognition for your dedication and loyalty.
• Flexible Working Arrangements: Balance work and personal life effectively.
• Access to Learning and Development Resources: Empowering your professional growth.

About the Business

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

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