Account Development Manager

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Date: Nov 24, 2022

Location: Heidelberg, DE London, GB

Company: Springer Nature Group

Springer Nature opens the doors to discovery for researchers, educators, clinicians and other professionals. Every day, around the globe, our imprints, books, journals, platforms and technology solutions reach millions of people. For over 175 years our brands and imprints have been a trusted source of knowledge to these communities and today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood and used by our communities – enabling them to improve outcomes, make progress, and benefit the generations that follow. 

Visit: group.springernature.com and follow @SpringerNature

 

We are currently looking for a Account Development Manager (m/f/d) to join our team. This role is responsible for account development with the primary objectives of maintaining customer satisfaction, monitoring usage, supporting renewal, triggering sales leads, and preparing upselling and cross selling opportunities with key accounts. The Account Development Manager is closely aligned with a regional sales team ensuring that the optimal approach to the customer is achieved. Additionally, the Account Development Manager should aim to be a trusted advisor by both the customer and the sales team.

 

As the Research Marketing Customer Engagement Team is part of the Global Institutional Sales team, the Account Development Manager is commercially minded and focused on achieving broad sales and CRM goals. The Account Development Manager will represent Springer Nature within the Eastern Europe and Central Asia region regarding customer facing activities that influence/affect the market and internal organization. 

 

 

KEY ACCOUNTABILITIES:

  • Sustains rapport with key accounts by making periodic visits; exploring specific needs; anticipating new opportunities
  • Develop and maintain relationships with customers further to ensure loyalty and increase share of wallet
  • Determine and analyze needs of key customers; partner internally and externally to deploy marketing actions to meet these needs
  • Monitor and drive customer usage and satisfaction with Springer Nature products
  • Develop and conduct customer focused training programs
  • Develop new marketing tactics and ways of analysis to best address the various issues faced by customers
  • Enhance objection handling information based on knowledge gained
  • Instigate and prepare up-selling opportunities using web analytics tools, market research and customer relationship marketing tactics
  • Align strongly with the sales group to create added value and build the ongoing relationship with the account and ensure follow up on customer needs
  • Participate in national and regional exhibits, conferences to increase the visibility and thought leadership of the company in the marketplace
  • Participate in customer engagement programs such as summits, executive sponsor programs, road shows, account reviews and product/implementation training
  • Attend various consortia meetings, when required and make presentations on usage, upselling opportunities with customer reports
  • Develop image as a trusted advisor to customers and sales, and work towards being seen as an industry expert within the STM community
  • Deliver demonstration of new eProducts (e.g. e-Book archive) successfully with your key accounts to create early adopters

 

REQUIREMENTS:

  • Minimal 5 years’ experience in account development or related marketing/sales experience.
  • Education on an Academic level in marketing or business is required
  • Multi-cultural awareness
  • Excellent spoken and written knowledge of English is a must have skill. Knowledge of Russian language is good to have
  • Possess previous Account Development experience within STM industry
  • Product and/or Library marketing experience preferred
  • Experience working with sales organizations preferred
  • Candidates should demonstrate excellent leadership, entrepreneurial spirit, communication skills and a desire to work in a high-energy, goal-oriented environment
  • The position requires the ability to work independently, manage multiple assignments simultaneously, anticipate required activities/tasks, and work according to changing priorities and deadlines
  • Proven to define and lead projects, experience in developing long-term product strategies & roadmaps
  • Strong communication / negotiation skills
  • Financially aware and analytical
  • Ability to partner with different levels and units throughout the organization
  • Ability and willingness to travel frequently, approximately 40 %

At Springer Nature, we value the diversity of our teams and work to build an inclusive culture, where people are treated fairly and can bring their differences to work and thrive. We empower our colleagues and value their diverse perspectives as we strive to attract, nurture and develop the very best talent.

Springer Nature was awarded Diversity Team of the Year at the 2022 British Diversity Awards. Find out more about our DEI work here.

 

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