Account & Relationship Management Executive

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

📋 Description

• Propel revenue growth and enhance customer retention across a specified territory encompassing academic, medical, research, and healthcare institutions.

• Oversee a portfolio of significant accounts while fostering new business opportunities through a consultative sales methodology.

• Establish trusted relationships with library leaders, faculty members, researchers, clinicians, administrators, and executive stakeholders.

• Tailor Ovid's evidence-based information solutions, workflow tools, and research resources to meet customer requirements.

• Cultivate in-depth knowledge of Ovid's clinical, research, educational, and workflow solutions.

• Formulate and implement strategic territory and account plans.

• Act as a trusted advisor to key stakeholders and decision-makers.

• Recognize customer challenges, priorities, accreditation needs, and research goals.

• Navigate complex sales opportunities employing consultative and value-driven selling techniques.

• Devise account growth strategies to enhance product adoption, engagement, and partnership value.

• Seek new business within existing accounts and the assigned territory.

• Conduct business reviews, strategic planning sessions, product demonstrations, and executive presentations.

• Prepare proposals, pricing suggestions, renewal strategies, and engage in contract negotiations.

• Collaborate with product specialists, customer success teams, marketing, and leadership groups.

• Maintain pipeline, opportunity, contact, and account information using Salesforce CRM.

• Provide sales forecasts and territory updates to leadership.

• Achieve or surpass revenue, retention, and growth objectives.

• Travel within the assigned territory for customer interactions, strategic meetings, conferences, and sales activities.

⛳️ Requirements

• Bachelor's degree or an equivalent blend of education and professional experience.

• Over 5 years of proven experience in strategic account management, consultative sales, business development, or enterprise sales.

• Demonstrated capability to manage large, intricate accounts with multiple stakeholders and extended sales cycles.

• Experience in creating and executing strategic account plans aimed at driving revenue growth and customer retention.

• Strong consultative selling, negotiation, presentation, and relationship-building abilities.

• Exceptional verbal and written communication skills, including the ability to deliver executive-level presentations.

• Proven expertise in identifying customer needs and translating them into solution-oriented recommendations.

• Experience managing a sales pipeline and forecasting through Salesforce or similar CRM systems.

• Ability to work independently, prioritize multiple opportunities, and effectively manage a geographic territory.

• Preferred: Experience in selling information, technology, SaaS, healthcare, educational, library, research, publishing, or clinical workflow solutions.

• Preferred: Knowledge of academic medical centers, hospitals, healthcare systems, medical schools, universities, libraries, or research institutions.

• Preferred: Familiarity with evidence-based medicine, clinical decision support tools, medical education resources, or scholarly research workflows.

• Preferred: Experience engaging with C-suite, dean-level, library leadership, faculty, and healthcare executive audiences.

🏝️ Benefits

• Uncapped earning potential.

• Eligibility for commissions.

• Medical, Dental, & Vision Plans.

• 401(k) plan.

• FSA/HSA options.

• Commuter Benefits.

• Tuition Assistance Plan.

• Vacation and Sick Time.

• Paid Parental Leave.

• Permanent remote position with limited travel requirements.