SA51P4 Account Manager

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 117 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

CAS is currently seeking an Account Manager for our Sales Team. This position will cover the Mid-Atlantic and Southeast area, and must live in the territory.  Prefer Research Triangle Park or DMV area.

Job Accountabilities:

• Manage a territory of CAS customers and ensure they are receiving exceptional experiences through our interactions with CAS as a firm
• Manage an assigned book of business and build, expand, and solidify relationships with existing clients via necessary sales and support visits, calls, emails, and presentations with the expectation of creating, advancing, and closing revenue opportunities within an assigned territory.
• Effectively identify, analyze, resolve, communicate and work through customer problems, issues and opportunities.
• Lead onboarding, enabling through insights, and teach our users and customers how to realize the full value of our solutions
• Serve as the authoritative consultant to retain, cross-sell, and upsell existing clients through a superior experience and understanding of their needs
• Anticipates and drives growth of additional services and coverage levels by conducting thorough needs assessments and matching these needs to the appropriate solutions.
• Cultivates relationships with the most senior buyer in the client organization as well as with day-to-day client representatives and buyers. Can facilitate buy-in from multi-stakeholder buying decision teams.
• Exercise independent judgment in setting priorities, evaluating results, and waiving established procedures when warranted to achieve optimal customer outcomes
• Create innovative solutions within our established sales process to drive value and consistently utilize the CRM to document prospect interaction, ensuring efficient lead management.
• Secure in-person, phone, or virtual engagements with customers to connect more deeply and learn their challenges and how CAS can partner.
• Monitor customer dashboards, identify risks and develop action where necessary to ensure optimal customer experience and product usage
• Analyze, create and document user success stories and communicate these to buyers.
• Establish a trusted advisor relationship, understanding the importance of timely follow up with customers, managers and staff making communication a top priority.
• Develop and maintain daily plans to maximize selling time, including pre-call planning, adhering to metrics and customized scripts based on opportunity type.
• Building account plans for mapping out customer/account landscape and creating plans for driving, protecting or growing value in accounts.,
• Attend/present at trade shows, events, and conferences
• Provides coaching, mentoring, and guidance to work team members while coordinating cross-functional activities and serving as liaison between departments
• Other duties as assigned 

Qualifications:

• Bachelor’s Degree in Science related fields, business, communications, or other related disciplines. Advanced degrees a plus.
• 8+ years of demonstrated specialized comprehensive sales-related experience (in-person with travel), including lead generation, inside and outside sales, business development, and customer service
• 4 years’ of extensive experience with CRM and opportunity management systems, preferably Salesforce.com
• Experience with traveling for work-related projects or meetings with customers.
• Advanced level of diagnostic/consultative selling
• Proven track record of exceeding sales objectives and territory/account development
• Exceptional written/verbal communication skills
• Strong customer relationship management experience, including strategic advisory capabilities
• High degree of ability to multitask, prioritize, and manage time effectively.  Set priorities and evaluate results.  
• Leadership abilities in coaching, mentoring, and team coordination
• Expertise in leveraging LinkedIn and other prospecting tools
• Strategic thinking capabilities with strong analytical and problem-solving skills in selling science-related solutions and/or information/intellectual property that impacts performance
• Strong capacity to articulate industry-specific value proposition to address customer pain points
• Demonstrated experience with virtual selling tools such as GoToMeeting, Web-Ex and other comparable tools
• Up to 30% Travel

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Minority/Female/Disabled/Veteran