ACS Publications Academic & Government Account Manager

Date: Jan 7, 2022

Location: Washington, US, 20036

Company: American Chemical Society

ACS Publications Overview:

The Publications Division of the American Chemical Society (ACS) publishes more than 65 peer-reviewed journals (and growing) focused on chemistry and chemistry-related topics. The Division has domestic facilities in Washington, D.C. and Columbus OH, as well as worldwide operations in a growing number of international locations including but not limited to the UK, Singapore, India, and China. The Division’s Global Sales, Operations and Business Analytics department based in Columbus is responsible for all revenue generating activities including the sales, operational systems and support, ecommerce both B2B & B2C solutions.   The team is also 

responsible for the development of the tools and integrity of the organization’s enterprise business data and dissemination.

 

Position Summary:

The Academic & Government Sales team is responsible for achieving revenue targets for subscriptions sales agreements specifically with ACS Publications Academic & Government customers and prospects within the US and Canada. The team is led by an Academic & Government Sales Manager (AGSM) who is responsible for defining and executing strategies and tactics to grow an existing Academic & Government account base, manage the evolution of Open Access on our customer base and seek to diversify our services through new product offerings. 

 

The Account Manager reports to the AGSM and is responsible for managing ACS Publications academic and governmental institutional customers within a specific geographic region, handling a portfolio of products and services across this region and support an existing defined academic and government client base. The incumbent will work from a home office, and will be required to travel to client sites; to ACS facilities in Washington, DC and Columbus, OH; and to offsite locations for periodic sales meetings. The incumbent will work proactively to ensure maximum revenue performance and customer satisfaction. The incumbent will be expected to balance in-person and virtual interactions to develop strong and lasting relationships. The Account Manager will be expected to manage an extensive existing book of business and maximize year-over-year renewal revenue, while prospecting extensively to drive new customer sales and acquisitions. The successful applicant will have demonstrated sales skills and achievements, knowledge of the scientific publishing industry, and an inherent appreciation for the value of quality journals to the scientific enterprise.

 

Position Accountabilities:

The successful candidate will have demonstrated evidence of the appropriate personal and professional skills to execute the following position accountabilities:

  • Manage existing base of accounts to maximize sales and develop strategic plans for top accounts.
  • Actively plan for and prospect new business. Is self-motivated and driven in pursuit of new sales opportunities.
  • Utilize appropriate tools such as SalesForce.com and other business systems to proactively manage business; record sales visits and other relevant interactions; and provide regular updates through a monthly reporting process.
  • Meet with customers to establish, build, and nurture positive and mutually beneficial relationships.
  • Establish a personal “brand” within customer base to burnish the image of ACS Publications.
  • Communicate knowledgeably about the Scientific Publishing industry and ACS Publications content, quality, pricing and policies.Represent ACS Publications in appropriate professional and conference venues, with the ACS on Campus program, and in other situations appropriate to the role.
  • Represent ACS Publications in appropriate professional and conference venues, with the ACS on Campus program, and in other situations appropriate to the role.

 

Position Requirements:

  • Four-year college degree required, with BS in a hard science preferred.
  • Minimum of 8 years of directly relevant STEM-focused publication and/or database sales experience in government and/or academia.
  • Fully conversant in the area of academic scholarly communication and the forces of change impacting the associated business.
  • Current and relevant knowledge of the landscape of both undergraduate academic education and federal government research within the US and Canada.
  • Keen insight into the strengths and opportunities with respect to our competitors in the academic and government marketspace.
  • Strong demonstrated leadership skills, with the ability to make decisions and engage stakeholders to take appropriate actions.
  • Strong organizational and CRM skills (Salesforce.com preferred), using data to drive decision-making to uncover/support customer needs and opportunities.
  • Ability to work remotely and independently with minimal day-to-day supervision.
  • Research experience sufficient to provide an informed perspective on the value of ACS products to practicing scientists preferred.
  • Freedom to travel up to 40-50% of time.

Division

Position Summary

EEO/Minority/Female/Disabled/Veteran.


Nearest Major Market: Washington DC

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