Remote, US
Our mission is to unlock human potential. We welcome you for who you are, and the background you bring, and we embrace individuals who get excited about learning. Bring your experiences, your perspectives, and your passion; it’s in our differences that we empower the way the world learns.
About the Role
The Core Account Manager is responsible for meeting and exceeding sales goals within the assigned territory of the Southeast U.S. This role involves managing, retaining, and growing institutional business within core institutional academic and government customers in Wiley’s Research Division.
How You Will Make an Impact:
- Grow and Expand Account Relationships: Identify key account stakeholders and implement strategies to grow and expand customer relationships.
- Analyze Account Health and Mitigate Risks: Analyze usage data to understand customer health and trends; leverage data to proactively identify and mitigate issues.
- Service Accounts and Defend Revenue: Manage relationships with key stakeholders and respond to customer issues or questions promptly and effectively.
- Conduct In-Depth Customer Research: Leverage various sources to research customers and their needs; seek out market insights and trends; use research to tailor outreach and plan for customer meetings.
- Act as a Collections Advisor: Identify collections gaps and recommend journal/non-journal products to improve research and teaching outcomes.
- Execute Data-Driven Negotiation: Facilitate data-driven conversations to drive stakeholder consensus and deliver successful agreement outcomes.
- Manage Opportunity Pipeline: Follow Wiley sales processes and opportunity management approach; capture efforts in a common and consistent way in CRM.
- Demonstrate Independence and Self-Motivation: Exhibit a high degree of autonomy to manage and complete activities and tasks; show resilience, determination, and the ability to work under pressure.
Responsibilities:
- Independently manage a portfolio of accounts.
- Develop and execute account plans, setting goals and strategies, and revisiting plans throughout the year.
- Analyze customer performance trends and respond to customer questions or issues promptly.
- Renew and renegotiate journal and non-journal agreements and compliance requirements annually or as needed with institutions.
- Identify and manage cross-sell opportunities based on institutional collection needs.
- Delegate smaller journal and non-journal renewals and administrative tasks to the Sales Coordinator.
Who We Are Looking For:
- 4-year undergraduate degree
- 2+ years of experience in the publishing industry
- Experience selling and managing academic research subscriptions
- Ability to diagnose institutional subject-level research and teaching needs
- Ability to identify and manage non-journal cross-selling opportunities
- Ability to work remotely, independently, and manage one’s own book of business
- Strong email/written communication skills
About Wiley
Enabling Discovery, Powering Education, Shaping Workforces.
We clear the way for seekers of knowledge: illuminating the path forward for research and education, tearing down barriers to society’s advancement, and giving seekers the help they need to turn their steps into strides.
Wiley may have been founded over two centuries ago, but our secret to success remains the same: our people. We are willing to challenge the status quo, move the needle, and be innovative. Wiley’s headquarters are located in Hoboken, New Jersey, with operations across the globe in more than 40 countries.