Strategic Account Director, Academic Libraries at Farmington Hills

Job Description

Other Locations: MI-Farmington Hills

Primary Duties: The position of Academic Strategic Account Director centralizes and drives the planning and execution of overall selling strategy across top Academic accounts to facilitate new business development and achieve defined growth in both revenue and market share. In this role, you will act as a senior business consultant, gaining a thorough understanding of customer needs/business issues and making appropriate recommendations to meet those needs. In addition, the Academic Strategic Account Director must manage across multiple partners, while continually monitoring customer account satisfaction with the Company. Key Accountabilities:

• Formulate strategic direction for top/named Academic account growth and achievement of market financial targets.
• Design and drive selling strategy for top/named Academic accounts.
• Develop a comprehensive understanding of customer needs, translate that understanding into possible alternative solutions and complete quantitative and qualitative analysis to evaluate those solutions.
• Identify top researchers, top curriculum programs and universities key research strengths.
• Drive high level customer conversations to identify and assimilate customer usage opportunities and challenges. Organize, assist and implement sales effort across all disciplines (archives, subscriptions, reference and film).
• Identify, follow, articulate and remain current with emerging trends and their affect on the business. Develop and articulate an understanding of factors influencing trends, as well as possible actions or reactions to leverage trends.
• Recommend actions likely to increase competitive advantage, including communication to customers
• Provide clear and compelling communications internally, with a clear definition of how, why, when and where through documentation and presentations to internal stakeholders.
• Build and maintain beneficial, strategic business relationships with customers, community leaders and relevant business associations.
• Drive increased usage among faculty and students through course management tools.
• Monitor and assist in implementation of account launch as needed.
• Monitor and articulate customer account satisfaction with the Company.

Requirements:

• Bachelors Degree from an accredited 4 year college/university
• Minimum of 5 years of recent, relevant experience in the education or library market; senior sales or sales management experience in the education/libary market strongly preferred. representative or sales manager is preferred..
• Documented results in sales goal achievement.
• Experience in strategic planning.
• Demonstrated strong internal/external customer focus and personal leadership.
• Ability to collaborate with all levels of management.
• Strong verbal and written communication skills.
• Proven ability to develop business, build relationships and network effectively.
• High level of organization in both planning and documentation.
• Travel required (70%).

*LI-CG1 ~CB~

Cengage Learning is an equal opportunity employer, committed to attracting and retaining a talented and diverse workforce. All qualified applicants receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.

Job Requirements

 
Country: USA, State: Michigan, City: Farmington Hills, Company: Cengage Learning.