Senior Account Manager, ACS Publications, Corporate East

Date: Jan 3, 2023

Location: Washington, DC, US, 20036

Company: American Chemical Society

 

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. We provide 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 to and deeply respected by current and potential customers alike.


The Division has its primary 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. 


We are presently looking for a Senior Account Manager to join our Global Sales Team. The Sales Team is responsible for implementing sales programs for the ACS Publications Division’s product lines. Inherent in this is analyzing all results and recommending future direction for the marketing and positioning of ACS Publications’ products within the chemical/scientific community marketplace. In addition, the team interacts with other ACS units that handle customer orders to formulate plans and policies to ensure maximum sales and customer satisfaction.


The Senior Account Manager will be responsible for managing ACS Publications institutional customers in the Eastern US and Canada, with a primary focus on the Washington, DC to Boston, MA business corridor, developing opportunities and selling ACS Publications’ high-quality scientific journals, eBooks, reference, and other resources to support scientific innovation in Science, Technology, Engineering and Medicine (STEM).  

 

 

Job Responsibilities Include:

  • Managing growth within an existing base of accounts to maximize sales and develop strategic plans for top accounts.
  • Actively planning for and prospecting for new business. 
  • Closing new account sales, particularly in the STEM research-intensive corporate market with potential carryover into the government space.
  • Successfully renewing and adding appropriate products to a portfolio of existing customers primarily within the corporate market sectors.
  • Developing an extensive contact network and keeping pace with the evolution of Open Access publishing.
  • Productively leading the activities of a territory team including one Columbus, Ohio based sales partner and ACS Publications Customer Service. 
  • Proactively managing business; recording sales visits and other relevant interactions; and providing regular updates through a monthly reporting process.
  • Representing ACS Publications in appropriate professional and conference venues, with the ACS on Campus program, and in other situations appropriate to the role.

 

These job responsibilities may be shaped further based on the skills of the successful candidate and the continuing evolution of the Society’s business priorities.


The incumbent will work from a home office located within the territory, preferably within the Washington, DC to Boston, MA business corridor, and will be required to travel to client sites as well as to ACS facilities in Washington, DC and Columbus, OH, and to domestic and international offsite locations for periodic sales meetings. The incumbent will work proactively to equally maximize revenue performance and customer satisfaction.  In-person interactions with current and prospective customers to develop strong and lasting relationships will be prioritized, with an expectation of 40-50% travel time.
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.

 

 

Required Skills:   

  • Four-year college degree in a hard science field preferred, with research experience sufficient to provide an informed perspective on the value of ACS products to practicing scientists.
  • Strong networking and interpersonal skills with corporate library leadership, management, and front-line staff
  • Consultative sales skills to establish, build, and nurture positive and mutually beneficial relationships.
  • Insider industry knowledge, with a strong understanding of and ability to develop and drive strategies to mitigate competitor positions.
  • Subject Matter Expert-level knowledge, with the ability to communicate comfortably and confidently about the scientific publishing industry and ACS Publications content, quality, pricing and policies.
  • Strong demonstrated leadership skills, with the ability to make decisions and engage stakeholders to take appropriate actions.
  • Teamwork skills and affinity for productive sales collaborations with territory sales partners.
  • Self-motivated and driven in pursuit of new sales 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.
  • Strong organization and CRM skills (Salesforce.com preferred), using data to drive decision-making and uncover/support customer needs and opportunities.
  • Personal computer proficiency in Microsoft Office suite, and the aptitude to learn/apply business applications.
  • Freedom to travel up to 40-50% of time.

 

Required Experience:     

  • 8-10 years of publication and/or database sales experience targeting STEM research-intensive corporations.
  • A record of success selling research-support information products to STEM research-intensive targets in the Eastern US and Canada.
  •  Experience with tools such as SalesForce.com and other business systems.

This position will be based in the territory with up to 40-50% travel  

 

 

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Nearest Major Market: Washington DC

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