Academic Success Manager (Sales)

Date: Sep 9, 2021

Location: Columbus, OH, US, 43202

Company: American Chemical Society

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 114 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

 

CAS is currently seeking an Academic Success Manager (Sales). This position will be based in the U.S.

 

Position Summary

The Customer Success Function delivers a world class customer experience ensuring that Academic customers receive value from their solutions, continue to buy CAS solutions, and expand their relationship.

 

The Academic Success Manager is accountable for profitable achievement of sales objectives for existing accounts in an assigned territory by identifying opportunities to grow, cross-sell and penetrate the customer utilizing the CAS portfolio of products and services. Position is covering the Midwest to the far west of the US and Canada.

 

The Academic Success Manager is accountable for initiating and developing relationship to multi-level stakeholders, influencers and decision makers within the academic market.

 

Position Accountabilities

  1. Manages an assigned book of business and builds, expands, and solidifies relationships with existing clients via necessary sales and support visits, calls, emails and presentations with the expectation of creating, advancing, and closing revenue opportunities within an assigned territory.
  2. Must be able to effectively identify, communicate and work through customer problems, issues and opportunities.
  3. Anticipates and drives growth of additional services and coverage levels by conducting thorough needs assessments and matches these needs to the appropriate solutions. 
  4. Cultivates relationships with the most senior buyer in the client organization as well as with day-to-day client representatives and buyers.
  5. Follows the established sales process and consistently utilizes the CRM to document prospect interaction, ensuring efficient lead management.
  6. Monitor customer dashboards , identify risks and take action where necessary to ensure optimal customer experience and product usage
  7. Create and document user success stories and communicate these to buyers.
  8. Understands the importance of timely follow up with customers, managers and staff making communication a top priority.
  9. Develop and maintain daily plans to maximize selling time, including pre-call planning, adhering to metrics and customized scripts based on opportunity type.
  10. Builds and nurtures a network of partners (administrative Staff and Faculty) in academic organizations in order to ensure and secure CAS’s presence in this market.
  11. Accountable for securing and developing the Book of Business of the Academic customers of the assigned region.
  12. Is a member of and participates in the CAS Global Academic Business Council made up of a cross-functional team of staff and managers focused on serving our global academic customers.  
  13. Leverages the support of Customer Success Specialist partners that will ensure Academic customers are onboarded and trained on CAS solutions.
  14. Anticipates and drives growth of additional services and coverage levels by conducting thorough needs assessments and matches these needs to the appropriate solutions.
  15. Attend/present at customer locations, trade shows, events and conferences

 

Minimum Education/Experience/Technological Knowledge

  • Bachelor’s degree in Science related fields, business, communications or other related disciplines
  • Experience within the scientific information / data industry
  • 3+ years of experience selling in the Academic and Public Research market
  • Significant and relevant experience in initiating and developing relationships to multi-level stakeholders, influencers and decision-makers within the academic and public research landscape.
  • Easy at working in a large and matrix organization with transversal partners.
  • Self-motivated, proactive, optimistic attitude with an entrepreneurial spirit
  • Excellent persuasive presentation, verbal and written communication skills
  • Strong relationship builder. Collaborative advocate for new ideas and new ways of doing business
  • Track record of exceeding sales metrics and goals. Demonstrated negotiation and creative deal-making skills in the academic environment.
  • Able to build deals and partnerships that go beyond simply proposing the biggest financial offer
  • Proven ability to quickly gain in-depth understanding/knowledge of a partner’s business, organizational structure, business processes and financial structure

 

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Minority/Female/Disabled/Veteran.


Nearest Major Market: Columbus

Job Segment: Academic, CRM, Education, Research, Technology