Division and Unit Overview

The American Chemical Society (ACS) provides access to our premier scientific journals to the academic, corporate, and government research communities. Already established as the most-trusted, most-cited, and most-read journals in chemistry-related sciences, ACS products are well-known to and deeply respected by current and potential customers alike.

We are presently looking for a Senior Account Manager to join our publications Sales Team.

The Sales Team within the Sales & Marketing Department is responsible for implementing sales programs for the ACS Publications Division’s product lines. Inherent in this is analyzing all results and recommending future direction for the marketing and positioning of ACS publications products within the chemical/scientific community market place. In addition, the team interacts with other ACS units that handle customer orders to formulate plans and policies to ensure maximum sales and customer satisfaction.

Position Summary

The Senior Account Manager will be responsible for managing ACS Publications institutional customers in the Western US and Canada, developing opportunities and selling ACS Publications’ high-quality scientific journals, eBooks, reference, and other resources to support scientific innovation in Science, Technology, Engineering and Medicine (STEM).  Job responsibilities include closing new account sales, particularly in the STEM research-intensive corporate market; successfully renewing and adding appropriate products to a portfolio of existing customers within the academic, corporate and government market sectors; developing an extensive contact network and keeping pace with the evolution of Open Access publishing; productively leading a territory team including one Columbus Ohio based sales partner and ACS Publications Customer Service.  These job responsibilities may be shaped further based on the skills of the successful candidate.

The incumbent will work from a home office located within the territory, preferably within the San Diego to San Francisco business corridor, and will be required to travel to client sites as well as to ACS facilities in Washington, DC and Columbus, OH, and to offsite locations for periodic sales meetings. The incumbent will work proactively to equally maximize revenue performance and customer satisfaction.  In-person interactions with current and prospective customers to develop strong and lasting relationships are prioritized, with an expectation of 40-50% travel time.

The successful applicant will have demonstrated sales skills and achievements, knowledge of the scientific publishing industry, and an inherent appreciation for the value of quality journals to the scientific enterprise.

The successful candidate will have demonstrated the appropriate personal and professional skills to execute the following position accountabilities:

• Success selling research-support information products to STEM research-intensive companies in the West
• Strong networking and interpersonal skills with Corporate and/or Academic Library leadership, management, and front-line staff
• Manage growth within an existing base of accounts to maximize sales and develop strategic plans for top accounts.
• Consultative sales skills to establish, build, and nurture positive and mutually beneficial relationships.
• Teamwork skills and affinity for productive sales collaborations with territory sales partners.
• Actively plans for and prospects new business. Is self-motivated and driven in pursuit of new sales opportunities.
• Experienced with tools such as SalesForce.com and other business systems to proactively manage business; record sales visits and other relevant interactions; and provide regular updates through a monthly reporting process.
• Communicates knowledgeably about the Scientific Publishing industry and ACS Publications content, quality, pricing and policies.
• Represent ACS Publications in appropriate professional and conference venues, with the ACS on Campus program, and in other situations appropriate to the role.

• 5 plus years of publication and/or database sales experience targeting STEM research-intensive corporations and/or the higher education market.
• Insider industry knowledge, with strong understanding of and ability to develop and drive strategies to mitigate competitor positions.
• Strong demonstrated leadership skills, with the ability to make decisions and engage stakeholders to take appropriate actions.
• Strong organization and CRM skills (Salesforce.com preferred), using data to drive decision-making and uncover/support customer needs and opportunities.
• Ability to work remotely and independently with minimal day-to-day supervision.
• Ability to develop and maintain internal working relationships across geographies in order to achieve mutual objectives.
• Freedom to travel up to 40-50% of time.
• Personal computer proficiency in Microsoft Office suite, and sufficient to learn/apply business applications.

• Four-year college degree in a hard science field preferred, with research experience sufficient to provide an informed perspective on the value of ACS products to practicing scientists.