Job Overview

Job Title: Account Manager - North America

Contract: Permanent

Salary: Competitive + Commission 

Location: BMJ Hoboken, New Jersey (Flexible)

Application Closing Date: Friday 10th January 2025

We are expanding our US sales team and are adding an account manager, reporting to the Academic Senior Sales Manager.  We are seeking a dynamic and results-oriented professional to manage our portfolio of target accounts and drive growth in North America. This position focuses on delivering excellent customer service, ensuring smooth operations, and assisting in account management processes. The account manager contributes to building strong relationships with customers, maximizing customer satisfaction, and supporting revenue growth. This role is vital in supporting BMJ’s mission to advance healthcare knowledge by delivering high-quality resources to academic institutions. The position can be based in BMJ’s US Headquarters in New York City or be fully remote in the US.

This is an exciting opportunity to join BMJ, an internationally recognized leader in medical publishing since 1840. Our mission is to create a healthier world by delivering innovative, useful, evidence-based knowledge as well as best practices and learning to doctors, health professionals, researchers, and patients, when and where they need it.

Key Responsibilities

Account Management

• Manage and grow a portfolio of Target Accounts, ensuring retention and identifying upsell opportunities.
• Conduct regular reviews of account usage and engagement to provide insights and recommendations for renewals and upgrades.
• Develop tailored strategies to build relationships and enhance client satisfaction, particularly with smaller accounts requiring high-touch support.

Sales and Financial Reporting

• Track and report on financial performance for the Americas academic segment, ensuring accurate forecasting and attainment of revenue goals.
• Prepare detailed reports on sales activities, renewal rates, and customer engagement metrics for internal stakeholders.
• Contribute to monthly, quarterly, and annual sales performance reviews by providing insights into account growth and challenges.

Data Analysis and Reporting

• Support account reviews with comprehensive usage data and gap analyses to identify opportunities for better product alignment and increased customer value.
• Collaborate with the Customer Success team to ensure data accuracy and timeliness in fulfilling usage requests.
• Present data-driven recommendations to customers to enhance resource utilization and justify renewals or upsell opportunities.

Collaboration and Support

• Work closely with the field sales team to support strategies for larger opportunities within target institutions.
• Collaborate with marketing and product teams to develop promotional materials and campaigns.
• Assist in resolving customer inquiries related to pricing, renewals, and usage reporting promptly and effectively.

Skills and Experience

Essential:

• Minimum 4 years of experience in higher ed/library sales, with a strong track record of exceeding sales targets; publishing experience is preferred.
• Proven network of contacts within the higher ed academic library community.
• Deep understanding of the medical publishing landscape, including industry trends, competitors, and emerging technologies.
• Excellent communication and presentation skills, with the ability to articulate complex concepts effectively to diverse audiences.
• Strong negotiation and closing skills, proven to drive revenue growth through strategic sales planning and initiatives.
• Analytical mindset with proficiency in sales forecasting, data analysis, and reporting tools.
• Self-motivated and results-oriented, passionate about driving success.
• Customer-focused mindset with a strong commitment to delivering exceptional service.
• Willingness to travel up to approximately 25-50% to meet with clients, attend conferences, and industry events.

Attributes

• Highly organized with a strong attention to detail.
• Ability to prioritize and manage multiple tasks in a fast-paced environment.
• Self-motivated, results-driven, and comfortable working independently.
• Customer-focused with a passion for delivering excellent service.

What We Offer

• Competitive salary and performance-based incentives
• Comprehensive benefits package, including health insurance at no cost to the employee
• Retirement plan
• Opportunities for professional growth and development
• A collaborative and inclusive work environment