Account Manager

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Oversee a portfolio of 100–200 accounts, accountable for meeting revenue targets and renewal rates.

• Create and implement strategic account plans, establishing objectives and adjusting strategies throughout the year.

• Examine customer usage data and performance trends to assess account health and proactively resolve issues.

• Renew and renegotiate contracts, ensuring compliance with paperwork and regulatory requirements, including U.S. healthcare advertising standards.

• Recognize and pursue cross-selling opportunities based on institutional and corporate research needs, including journal advertising, ePDF placements, email campaigns, and multi-touch digital solutions on the Wiley Online Library.

• Utilize Wiley's health sciences portfolio of 430 journals across 37 specialties, 273 of which collaborate with societies, to align pharma client messaging with trustworthy, peer-reviewed content that healthcare professionals (HCPs) value.

• Communicate Wiley's value proposition to pharma media buyers and marketing teams, leveraging data such as over 8.8 million unique monthly visitors to Wiley's medical content and the finding that HCPs are five times more likely to notice an advertisement on a journal platform compared to a pharma-sponsored channel.

• Investigate customer organizations, including medical affairs, publications, marketing, and brand teams, to comprehend their pipeline stage and customize solutions throughout the entire drug development lifecycle, from awareness and consideration to selection and prescribing behavior.

• Develop and strengthen relationships with key stakeholders at client organizations, including agency contacts and third-party media buyers.

• Conduct data-driven negotiations that yield successful agreement outcomes, demonstrating ROI through engagement metrics, click-through rates, and campaign attribution tools.

• Keep precise records in CRM systems and provide regular forecasts.

• Collaborate with cross-functional teams such as customer success, sales operations, and editorial.

• Represent Wiley at U.S. healthcare and pharma industry conferences and events.

• Maintain frequent communication with agency contacts, including pharma media planning agencies.

⛳️ Requirements

• Bachelor's degree (4-year undergraduate degree).

• Previous experience achieving targets and managing strategic accounts, preferably within healthcare publishing, pharma media, or health advertising.

• Experience in complex selling environments, including navigating U.S. healthcare advertising compliance regulations.

• Ability to assess institutional and corporate subject-level research and marketing requirements across the pharma and veterinary sectors.

• Capacity to identify and manage cross-selling opportunities across print, digital, and multi-touch advertising formats.

• Excellent email and written communication skills.

• Ability to work independently and manage one's own portfolio of business.

• Proven track record of exceeding financial sales targets using a consultative sales approach.

• A hunter mentality with a strong focus on revenue growth.

• Proficiency in Salesforce.

• Training in sales methodologies.

• Familiarity with U.S. pharma advertising standards and industry organizations.

• Understanding of HCP engagement trends and the pharma digital media landscape.

🏝️ Benefits

• Meeting-free Friday afternoons, allowing for increased focus on work and professional development.

• A comprehensive suite of employee programs designed to foster community, learning, and growth.

• Fair and transparent compensation.

• Competitive salary along with a comprehensive benefits package.