Are you a talented sales professional
Would you like to join a company that helps advance science, technology and health
About the Team
Elsevier is part of the Reed Elsevier Group plc., which is a world leading provider of professional information solutions in science and health, legal, risk management, and business to business sectors.
As the world's leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. A global company headquartered in Amsterdam, employing more than 7000 people in 24 countries, we help customers advance science and health by providing world-class information and innovative tools that help them make critical decisions, enhance productivity and improve outcomes.
About the Role
As an Account Manager - Renewals , you will be responsible for the commercial health, retention, and growth of Elsevier Health's existing customer base. Your role is twofold: defending our current market share against competition and ensuring incremental revenue growth through strategic price uplifts and expansion. You will serve as the commercial lead for our Health Science Solutions, partnering closely with Customer Success Managers (CSMs) to align our product value with the customer's business needs. You will manage high-level stakeholder relationships, lead commercial negotiations, and ensure that every renewal reflects the increasing value of Elsevier's portfolio.
Responsibilities
- Manage end-to-end renewals: Own the entire renewal cycle to defend our customer base from competitors and ensure high retention across your territory.
- Drive growth through upsells: Achieve annual revenue increases by negotiating year-over-year price uplifts and aligning contract values with product enhancements and market rates.
- Qualify and forecast deals: Use MEDDPICC to rigorously qualify renewal opportunities, identify risks early, and maintain accurate pipeline and revenue forecasts in Salesforce.
- Leverage Customer Success: Partner closely with Customer Success Managers to monitor account health, utilize CSM value stories to justify price increases, and identify upsell opportunities.
- Build executive relationships: Cultivate strong ties with key decision-makers (C-level Economic Buyers and Champions), consistently demonstrating ROI to secure renewals.
- Strategic account planning: Conduct proactive joint account planning with CSMs to surface pain points early and implement strategies that mitigate at-risk revenue.
- Expand accounts: Identify and pursue new seat expansion or module upsell opportunities during renewal conversations, guided by emerging customer needs and Decision Criteria.
- Be the customer's voice: Gather and share client feedback on product usage and feature needs with internal teams to drive product improvements and address market demands.
- Stay competitive: Monitor market trends and competitors to effectively position Elsevier's value and defend against any competitive threats during renewals.
- Mentor teammates: Coach peers on applying MEDDPICC in renewal deals and share best practices on negotiation tactics and playbooks to achieve revenue targets.
Requirements
- 7 to 10 years of experience in clinical sales
- Renewals expertise: Proven experience managing the full renewal lifecycle of enterprise accounts, focusing on retention and expansions over the long term.
- Executive relationship management: Ability to act as a trusted advisor to C-level stakeholders, building deep relationships and conducting regular reviews to demonstrate ROI.
- Competitive & market insight: Deep understanding of industry competitive landscape and market trends to effectively counter competitors and defend market share.
- Customer advocacy: Skill in serving as the voice of the customer – capturing user feedback (e.g., on UX or feature needs) and relaying it to Product/Commercial teams to influence product roadmaps.
- Strategic planning & risk management: Strong planning and forecasting abilities, including budget management and proactive solutions to mitigate churn and achieve retention goals.
- Consultative sales skills: Demonstrated success in solution-focused, consultative selling within complex B2B environments.
- Negotiation & turnaround skills: Excellent networking and negotiation skills for handling at-risk accounts, overcoming price objections, and restructuring complex multi-year contracts.
- Data-driven & organized: High proficiency in using data and CRM tools (e.g., Salesforce) for managing large account portfolios, accurate forecasting, and informed decision-making.
- Customer-centric mindset: Proven ability to foster strong internal and external partnerships through professional, value-driven communication and service.
- Sales methodology know-how: Proficiency in MEDDPICC or similar sales qualification frameworks to drive consistent deal qualification and forecasting accuracy.
Work in a way that works for you
We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
Working for you
We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
- Medical Inpatient and Outpatient Insurance: Coverage for your healthcare needs.
- Long Service Award: Recognition for your dedication and loyalty.
- Flexible Working Arrangements: Balance work and personal life effectively.
- Access to Learning and Development Resources: Empowering your professional growth.
About the Business
A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
