ACS Publications Senior Account Manager, West

Date: May 25, 2021

Location: US

Company: American Chemical Society

ACS Publications Overview

The American Chemical Society (ACS) provides access to our premier scientific journals to the academic, corporate, and government research communities. Already established as the most-trusted, most-cited, and most-read journals in chemistry-related sciences, ACS products are well known and deeply respected by current and potential customers alike.

 

We are currently seeking a Senior Account Manager to join our publications Sales Team. The Sales Team is part of the larger Sales & Marketing Department, which is directly responsible for the implementation, promotion, and revenue generating activities for the ACS Publications Division’s product lines. Inherent to this larger team is the responsibility for analyzing of sales results and recommending future direction for the marketing and positioning of ACS publications products within the chemical/scientific community marketplace. In addition, the broader team drives the solicitation of publishing content and the promotion of the ACS Brand to the broader chemical community. 

 

 

Position Summary

The Senior Account Manager will be responsible for managing ACS Publications Academic & Government institutional customers in the Western US and Canada.  The incumbent will be responsible for growing new customers and reinforcing existing ones through a deep portfolio of products and services such as our high-quality scientific journals, eBooks, reference, open access offerings and training resources to support innovation in STEM research. Additionally, this role will be responsible for fostering and strengthening business relationships by developing and engaging an expanding network of contacts.  Key to the expansion is building relationships to support the changes in the publishing landscape to include ACS’ Open Access publishing solutions and the development of our academic and government training resources.  This position will be supported through sales and support partnerships based out of our ACS offices in Columbus, Ohio.

 

The incumbent will work from a home office located within the territory and will be required to travel to client sites as well as to ACS facilities in Columbus, OH and Washington, DC, and to offsite locations for periodic sales meetings. The incumbent will work proactively to equally maximize revenue performance and customer satisfaction through a balance of in-person and virtual interactions with current and prospective customers to develop strong and lasting relationships.

 

 

The geographic scope of the territory covers the western US from New Mexico to Montana and encompassing Western Canada from Saskatchewan. 

 

Required Skills & Experience

  • Four-year college degree, preferably in a hard science field, with research experience sufficient to provide an informed perspective on the value of ACS products to practicing scientists.
  • Eight plus years of publication and/or database sales experience targeting STEM research-intensive higher education universities and government markets
  • A record of success selling research-support information products to STEM research-intensive companies in the West.
  • Experience engaging in sales outside of the library setting and directly with teaching faculty, including committee level experience working with multiple stakeholders such as Faculty Teams, Department Chairs, VP of Student and Academic Affairs.
  • Insider industry knowledge, with strong understanding of and ability to develop and drive strategies to mitigate competitor positions.
  • Skilled in territory performance management such as prospecting, pipeline and forecasting.
  • Aptitude to learn and then communicate knowledgeably about the Scientific Publishing industry and ACS Publications content, quality, pricing and policies, and value to customers.
  • Strong networking and interpersonal skills with Academic and Government Library leadership, management, and front-line staff.
  • Consultative sales skills to establish, build, and nurture positive and mutually beneficial relationships.
  • Teamwork skills and affinity for productive sales collaborations with territory sales partners.
  • Presence to comfortably represent ACS Publications at appropriate conferences and professional venues, such as the ACS on Campus program, and in other awareness events appropriate to the role.
  • Presentation skills in small and large, virtual and in-person environments.
  • Leadership confidence, with the ability to make decisions and engage stakeholders to take appropriate actions.
  • Ability to manage growth within an existing base of accounts to maximize sales and develop strategic plans for top accounts.
  • Skill to actively plan for and prospect new business: self-motivated and driven in the pursuit of new sales opportunities.
  • Functional proficiency with computer technology, specifically tools such as Microsoft Office, SalesForce.com, Zoom, and other commonly used applications to proactively manage business; record sales visits and other relevant interactions; and provide regular updates through a monthly reporting process.
  • Strong organization and CRM skills (Salesforce.com preferred), using data to drive decision-making and uncover/support customer needs and opportunities.
  • Ability to work remotely and independently with minimal day-to-day supervision.
  • Ability to develop and maintain internal working relationships across geographies in order to achieve mutual objectives.
  • Freedom to travel up to 30-40% of time (post-pandemic).

 

 

Division

Position Summary

EEO/Minority/Female/Disabled/Veteran


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