• Achieves the total account and territory revenue growth (new sales and renewals)
• Manages and closes (negotiate) all renewals in timely manner
• Actively opens doors (identify key contacts) to drive new sales and mitigate the risk for renewals in the territory

• Responsible for strategic territory planning, account planning, engagement planning, and call planning, ensuring appropriate input from both external and internal key stakeholders and focusing on the customers’ business strategy/needs/issues
• Ensures alignment to deliver Elsevier value to the customers, in line with the Elsevier’s strategic objectives
• Executes the strategic account plan, driving active engagement with the customers in the territory

• Owns the overall Elsevier customer relationship with the customers in the territory
• Build and maintain relationship with key decision makers in- and outside, continue to expand executive level relationship at important exiting customers
• Responsible for customer loyalty and customer satisfaction

• Key expert on the customers, knows well about the customers’ business, strategy and research needs, budgets, competitive products at the customers. Able to translate this knowledge into the implications for the holistic Elsevier value proposition and the solutions we offer
• Stay abreast of developments in segment (country, industry, etc.) and share market insights/intel with Elsevier stakeholders

• Builds commitment in others for their individual and team objectives
• Communicates expectations clearly
• Promotes a powerful sense of urgency for reaching goals
• Follows through on commitments to ensure they are successfully completed, and goal are achieved

• Applies a detailed understanding of own work and relates effectively to overall business context
• Can be depended upon by manager and peers for technical or professional advice
• Delivers within own role to make an important contribution to the team
• Can resolve technical issues or questions quickly and effectively

• Encourages cooperation between all members of the team
• Identifies and removes barriers to team performance
• Helps people to resolve conflict
• Identifies ways for further collaboration across teams
• Seeks team members’ input and expertise; facilitates open and interactive discussion of matters affecting the team

• Strategic Territory and Account Planning
• Relationship management: Able to build strong relationships with multiple external and internal stakeholders (e.g., senior levels)
• Effective communication (verbal and written) and presentation skills; fluency in English
• Project management skills
• Working knowledge of Microsoft Office products
• Self-starter
• Bachelor's degree or equivalent work experience
• 3 years direct sales experience
• Direct sales experience in corporate R&D environment and specific industry knowledge especially in PBT, materials, chemical market.
• Experienced in strategic account planning; can connect the dots within customers’ organization
• Experienced in working in an international matrix organization