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About the Role
Serve as the primary sales contact and trusted advisor for a portfolio of healthcare clients, responsible for developing long-term relationships, ensuring product adoption, minimizing churn, and identifying account growth opportunities.
Responsibilities
- Develop and deliver proactive engagement strategies, health checks, and business reviews.
- Analyze product usage and satisfaction to ensure renewals and long-term value.
- Identify risk signals early and mitigate churn.
- Negotiate mutually beneficial contracts for customers and Elsevier.
- Identify upselling and expansion opportunities aligned with customer goals.
- Position additional Clinical Solutions products through consultative selling to meet emerging needs.
- Lead sales motions from discovery through negotiation and closing.
- Build deep, trusted relationships with clinical, administrative, and IT stakeholders.
- Serve as a consultative partner aligned to client objectives.
- Study market trends and become an industry expert within your designated health system region.
- Own the end-to-end sales process for renewals and expansions.
- Coach sales executives on expansion opportunities that meet customer needs.
- Forecast accurately and manage pipeline using Salesforce CRM.
- Work closely with Sales Executives and Customer Success to drive results.
- Share market feedback to help shape product improvements.
- Support coaching, mentoring, and training of new team members on occasion.
Requirements
- 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.
- Confidence in presenting to and influencing clinical, operational, and executive stakeholders.
- Excellent presentation, communication, and strategic thinking skills.
- Ability to thrive in a fast-paced, deadline-driven environment.
- Skilled in using Salesforce CRM and Microsoft Office tools (Excel, PowerPoint, Word).
- Ability to adopt sales methodologies such as MEDDPICC, Challenger, Miller Heiman, and/or Franklin Covey.
- Ability to travel overnight, generally up to 30% of the time or based upon business and customer needs.
Skills
- Salesforce CRM
- Microsoft Office tools (Excel, PowerPoint, Word)
- MEDDPICC
- Challenger
- Miller Heiman
- Franklin Covey
- Presentation skills
- Communication skills
- Strategic thinking skills
Location
- West Coast
- Midwest
- United States
- Canada
- New York
- New York City
- Rochester, NY
- Ohio
Work Type
- flexible working options
Experience Level
- 2+ years of experience
Education Level
- Bachelor’s degree
Salary/Compensations
- U.S. National Base Pay Range: $65,600 - $109,200
- Total Target Cash Range: $100,900 - $168,200
- If performed in New York, the base pay range is $72,100 - $120,200
- If performed in New York, 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
- If performed in New York City, the total target cash range is $121,100 - $201,900
- If performed in Rochester, NY, the base pay range is $65,600 - $109,200
- If performed in Rochester, NY, the total target cash range is $100,900 - $168,200
- If performed in Ohio, the base pay range is $62,300 - $103,700
- If performed in Ohio, the total target cash range is $95,900 - $159,800
Benefits
- Wellbeing initiatives
- Shared parental leave
- Study assistance
- Sabbaticals
- Medical coverage
- Dental coverage
- Vision coverage
- 401(k) with match
- Employee Share Purchase Plan
- Wellness platform
- Headspace subscription
- Employee Assistance Programs
- Short-term disability
- Long-term disability
- Life insurance
- Accidental death insurance
- Critical illness insurance
- Hospital indemnity insurance
- Parental leave
- Adoption support
- Surrogacy support
- HSA
- FSA
- Dependent care benefits
- Commuter benefits
- Paid time off
- Volunteer days
- Employee Resource Group participation days
About the Company
- Elsevier is a global leader in information and analytics, helping researchers and healthcare professionals advance science and improve health outcomes.
- Combines trusted content with advanced analytics to support research, education, and clinical practice.
- Work contributes to solving global challenges and building a more sustainable future.
- RELX is a global provider of information-based analytics and decision tools for professional and business customers.
- RELX enables customers to make better decisions, get better results, and be more productive.
- RELX's purpose is to benefit society by developing products that help researchers advance scientific knowledge, doctors and nurses improve patient lives, lawyers promote the rule of law, businesses and governments prevent fraud, consumers access financial services, and customers learn about markets.
- RELX's purpose guides actions beyond products, defining the company.
- Employees are inspired to undertake initiatives that make unique contributions to society and communities.
Equal Opportunity
- Committed to providing a fair and accessible hiring process; accommodations or adjustments available upon request.
- 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.
- USA Job Seekers: EEO Know Your Rights.