Strategic Account Manager, Clinical Solutions (Health)

About the role

Drive Growth. Make an Impact. Transform Healthcare.

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 taking 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 becoming 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 managing pipeline using Salesforce CRM.
• 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.
• 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.