Strategic Account Manager, Clinical Solutions

About the role

Drive Growth. Make an Impact. Transform Healthcare.

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.

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 taking 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.
• Possessing the ability to position 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 becoming 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 managing pipeline using Salesforce CRM.
• Internal Collaboration
• Working closely with Sales Executives and Customer Success to drive results.
• Sharing market feedback and helping 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.
• 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.
• AI Fluency is valued but not required.

Qualifications

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.

Benefits

• 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.

Pay

Primary Location Base Pay Range: Home based-New York $72,100 - $120,200. Total Target Cash Range: $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.

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.

Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.