Account Manager, Institutional Sales

About Springer Nature Group

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Purpose of the role:             

Actively engage in activities to achieve Budget (sales target). Aim to maintain existing customer contracts and expand sales by adding new contracts and promoting and selling new products. Develop new prospects and acquire new contracts.  While it is expected to pursue sales opportunities, the role also is expected to work as a team and support each other.

Key tasks:

• Target customers:  Academic & Government customers (in Japan)  *Frequent business travel, 1/month
• Product to be handled: Springer Nature Academic & Government license of electronic products (electronic journals, e-books, databases).
• Main products: SRG Journals, NRG Journals, eBooks, Content on Demand, nature.com Complete, AdisInsight, SpringerMaterials, SpringerProtocols, Protocols.io, etc.
• Account management/grasp
• Schedule management · Including visit appointment arrangement
• Creating visiting materials / proposal materials
• Customer visit, negotiation, presentation
• Price quotation (for both customer and agency)
• Sales order processing (SalesForce)
• Follow up signing of agreement
• Customer correspondence (complaint correspondence, usage status confirmation, etc.)
• Participating Internal Meetings and Trainings such as sales meetings, products trainings, etc.

Routine tasks (Responsibilities):

• Schedule sharing (via Outlook)
• Create sales record (SalesForce)
• Opportunities/Pipeline management (SalesForce, Excel, etc.)
• Customer information management (SalesForce etc.)

Others:

• Cooperation with Account Support, Online Service, Marketing, and Product Specialists
• Be flexible and supportive when unexpected situations arise and contribute to the team even if it is not directly related to personal sales activities.

Qualifications:

• University degree

Experience

• Experience in sales for institutions (e.g. academic, corporate, hospital) more than 3 years
• Might be desirable to be familiar with library business, scientific publication and database products industry

Skills

• Japanese in native level
• English in business communication level

【業務内容 】

売上目標達成に向けた活動を積極的に行うこと。既存顧客との契約の維持と契約商品追加、新商品の販促による売上拡大を目指すこと。新規見込み客の開拓、及び新規契約を獲得すること。販売機会を追求する一方で、チームとして互いにサポートし合うことも期待される。

• 対象顧客：大学（日本国内）  月平均 1 回以上の出張あり。 
• 取扱い製品：Springer Nature 電子製品（電子ジャーナル、電子ブック、データベース）の法人ライセンス
• 主要製品：Springer Journals, Nature Journals, eBooks, Content on Demand, nature.com Complete, SpringerMaterials, SpringerProtocols, AdisInsight, Protocols.io
• アカウント管理、把握 
• 案件管理、把握 
• スケジュール管理（訪問アポ調整含む ）
• 訪問資料、提案資料作成 
• 顧客訪問、商談、プレゼンテーション
• 見積対応（対顧客、対代理店）
• 受注処理（Salesforce） 
• 契約書締結フォロー 
• 顧客対応（クレーム対応、利用状況確認等）
• 営業会議や商品トレーニングなど社内会議や研修への参加 

• スケジュール共有（Outlook）
• 営業記録作成（Salesforce）
• 案件、パイプライン管理（Salesforce、Excel等）
• 顧客情報管理（Salesforce等） 

• アカウントサポート、オンラインサービス、マーケティング、製品スペシャリストとの連携、協力
• 突発的なプロジェクト、刻々と変化する現場状況や業務内容に柔軟かつ臨機応変に対応すること。 

【必要とされるスキル・経験】

• 4年制大学卒業
• 学術機関、企業、病院等への営業経験3年以上
• 図書館ビジネス、学術出版、データベース製品業界に精通していることが望ましい。
• 母国語レベルの日本語
• ビジネスレベルでの英語コミュニケーション能力
•  

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