Strategic Account Manager, Clinical Solutions

RELX•Washington, DC

3d•$100,900 - $168,200•Remote

About The Position

Elsevier’s Clinical Solutions sales team is seeking a Sales Account Manager to join their team. This role will be responsible for delivering innovative SaaS solutions backed by Elsevier’s highly trusted evidence-based content to hospitals, healthcare systems, and home health organizations across the United States and Canada. As a Sales Account Manager with a portfolio of healthcare clients, you’ll be the primary sales contact and trusted advisor responsible for developing long-term relationships, ensuring adoption, minimizing churn, and identifying opportunities to grow each account. We are seeking US Pacific Northwest candidates.

Requirements

2+ years of experience in healthcare sales or account management – ideally selling SaaS technology or information solutions to hospitals or health systems.
Proven success in renewal management, upselling, or cross-selling.
Display confidence when presenting to and influencing clinical, operational, and executive stakeholders.
Excellent presentation, communication, and strategic thinking skills.
Able to thrive in a fast-paced, deadline-driven environment.
Skilled in using Salesforce CRM and Microsoft Office tools (Excel, PowerPoint, Word).
Able to adopt sales methodologies such as MEDDPICC, Challenger, Miller Heiman and/or Franklin Covey within your workflow.
Able to travel overnight, generally up to 30% of the time or based upon the needs of the business and our customers.

Nice To Haves

AI Fluency is valued but not required.

Responsibilities

Developing and delivering proactive engagement strategies, health checks, and business reviews.
Analyzing product usage and satisfaction to ensure renewals and long-term value.
Identifying risk signals early and take action to mitigate churn.
Negotiating contracts that are mutually beneficial to both the customer and Elsevier.
Identifying upselling and expansion opportunities aligned with customer goals.
Positioning additional Clinical Solutions products to meet emerging needs through consultative selling.
Leading sales motions from discovery through negotiation and closing.
Building deep, trusted relationships with stakeholders across clinical, administrative, and IT functions.
Serving as a consultative partner aligned to client objectives.
Studying market trends and become an industry expert within your designated health system region.
Owning the end-to-end sales process for renewals and expansions.
Coaching sales executives on expansion opportunities that meet customer needs.
Forecasting accurately and manage pipeline using Salesforce CRM.
Working closely with Sales Executives and Customer Success to drive results.
Sharing market feedback and help shape product improvements.
Supporting coaching, mentoring and training of new team members on occasion.