Elsevier
Strategic Account Manager, Clinical Solutions
CRM
MEDDPICC
SaaS
Edtech.com's Summary
Elsevier Inc. Company is hiring a Strategic Account Manager, Clinical Solutions. This role requires managing a portfolio of healthcare clients by developing long-term relationships, ensuring product adoption, minimizing churn, and identifying growth opportunities. The manager leads sales processes, negotiates contracts, supports internal teams, and drives renewal and expansion strategies focused on delivering SaaS clinical solutions to hospitals and healthcare systems.
Highlights
- Develop and deliver proactive engagement strategies, health checks, and business reviews to retain customers.
- Analyze product usage and satisfaction to ensure renewals and identify risk signals to mitigate churn.
- Negotiate mutually beneficial contracts and identify upselling and expansion opportunities aligned with customer goals.
- Build trusted consultative relationships with stakeholders across clinical, administrative, and IT functions.
- Lead sales motions from discovery through negotiation and closing, managing pipeline and forecasting using Salesforce CRM.
- Coach sales executives on expansion opportunities and collaborate with Sales Executives and Customer Success teams.
- Require at least 2 years of healthcare sales or account management experience, preferably selling SaaS to hospitals or health systems, and a Bachelor’s degree.
- Must be skilled in Salesforce CRM, Microsoft Office (Excel, PowerPoint, Word), and familiar with sales methodologies like MEDDPICC, Challenger, Miller Heiman, or Franklin Covey.
- Compensation ranges from $65,600 to $109,200 base salary and $100,900 to $168,200 total target cash, with geographic differentials.
- Clients include hospitals, healthcare systems, and home health organizations across the U.S. and Canada.
Strategic Account Manager, Clinical Solutions Full Description
Strategic Account Manager, Clinical Solutions (Health)
Drive Growth. Make an Impact. Transform Healthcare.
Are you passionate about healthcare and ready to take your sales career to the next level?
Do you thrive on building relationships, solving challenges, and helping customers succeed?
Join Elsevier's Clinical Solutions sales team as a Sales Account Manager and play a key role in 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.
About the Role
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 West Coast and Midwest applicants.
Responsibilities
Retention
- 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.
Strategic Expansion
- 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.
Relationship Management
- 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.
Sales Execution & Enablement.
- 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.
Internal Collaboration
- 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.
Requirements
- Have 2+ years of experience in healthcare sales or account management - ideally selling SaaS technology or information solutions to hospitals or health systems. (Bachelor's degree required).
- Proven success in renewal management, upselling, or cross-selling.
- Display confidence when presenting to and influencing clinical, operational, and executive stakeholders.
- Have excellent presentation, communication, and strategic thinking skills.
- Able to thrive in a fast-paced, deadline-driven environment
- Are 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.
Work in a Way That Works for You
We promote a healthy work-life balance and offer flexible working options. Our benefits include wellbeing initiatives, shared parental leave, study assistance, and sabbaticals—supporting both your immediate responsibilities and long-term goals.
Working for You
We offer a comprehensive benefits package, including:
Health benefits: medical, dental, and vision coverage
Retirement benefits: 401(k) with match and Employee Share Purchase Plan
Wellbeing: wellness platform, Headspace subscription, and Employee Assistance Programs
Insurance: short- and long-term disability, life, accidental death, critical illness, and hospital indemnity
Family benefits: parental leave, adoption, and surrogacy support
Savings accounts: HSA, FSA, dependent care, and commuter benefits
Paid time off, plus volunteer and Employee Resource Group participation days
Retirement benefits: 401(k) with match and Employee Share Purchase Plan
Wellbeing: wellness platform, Headspace subscription, and Employee Assistance Programs
Insurance: short- and long-term disability, life, accidental death, critical illness, and hospital indemnity
Family benefits: parental leave, adoption, and surrogacy support
Savings accounts: HSA, FSA, dependent care, and commuter benefits
Paid time off, plus volunteer and Employee Resource Group participation days
About the Business
As a global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes. By combining trusted content with advanced analytics, we support research, education, and clinical practice. At Elsevier, your work contributes to solving global challenges and building a more sustainable future.
U.S. National Base Pay Range: $65,600 - $109,200. Total Target Cash Range: $100,900 - $168,200. Geographic differentials may apply in some locations to better reflect local market rates.If performed in New York, the base pay range is $72,100 - $120,200, the total target cash range is $111,000 - $185,000.If performed in New York City, the base pay range is $78,700 - $131,100, the total target cash range is $121,100 - $201,900.If performed in Rochester, NY, the base pay range is $65,600 - $109,200, the total target cash range is $100,900 - $168,200.If performed in Ohio, the base pay range is $62,300 - $103,700, the total target cash range is $95,900 - $159,800.Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.
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