At a Glance
- Tasks: Lead strategic renewals and negotiate complex contracts with high-value accounts.
- Company: Join a global leader in health information and analytics.
- Benefits: Enjoy flexible working hours, comprehensive health insurance, and various paid time off.
- Other info: Work in a supportive environment that values your well-being and career growth.
- Why this job: Make a real impact in healthcare while building long-term partnerships.
- Qualifications: Proven experience in B2B SaaS, account management, and strong negotiation skills.
The predicted salary is between 59400 - 72600 £ per year.
Senior Account Manager – e Product Renewals
Are you a strategic renewals professional who excels at navigating complex negotiations and building trusted executive relationships?
Do you enjoy turning customer value into long-term partnerships while influencing commercial strategy and mentoring others?
About Our Team
Elsevier Health serves nurses, physicians, pharmacists, allied health professionals, and health system executives, embedding evidence-based content into the care process to improve patient outcomes.
Our solutions span clinical decision support, drug information, patient engagement, health professions education and certification, and analytics.
The e Sales & Renewals team owns the commercial health of the installed base across a territory that mixes direct institutional accounts, government and public-sector consortia, and a distributor network.
About the Role
This role owns the most commercially complex and highest-value accounts in the region.
Where an Account Manager runs a defined renewal book, a Senior Account Manager carries the accounts where the outcome is not predictable: multi-site consortia, public tenders, competitive displacement attempts, contract restructurings, and accounts where the economic buyer has changed and the relationship has to be rebuilt from scratch.
You will negotiate independently up to defined commercial thresholds, own the escalation strategy on at-risk revenue rather than handing it upward, and shape how the wider team approaches renewals through playbook contribution and deal coaching.
You are the commercial lead; the Customer Success Manager owns adoption and value realization, and you convert that evidence into price and term.
This is a senior individual contributor role with peer-leadership expectations. It does not carry direct reports.
- Territory: West India
- Reports to: Head of e Sales, South Asia & Southeast Asia
- Travel: Up to 50%, including intra-region and occasional global travel
Responsibilities
- Own strategic renewals. Manage the region’s largest, most complex and contested accounts, including public-sector, consortium, tender-led and channel-mediated renewals.
- Lead commercial negotiation. Negotiate price uplift, contract restructuring, product substitutions, tier migrations and multi-year terms within agreed thresholds.
- Maintain forecast discipline. Use MEDDPICC and Salesforce to qualify renewals, call risk early, and maintain accurate pipeline, value, stage and close-date data.
- Build senior stakeholder access. Engage economic buyers and senior institutional stakeholders, rebuilding relationships quickly when leadership changes.
- Convert value into renewal outcomes.
Partner with CSMs to translate usage, adoption and business-review insights into commercial cases that support retention, uplift and expansion.
- Mitigate risk and grow whitespace.
Identify at‑risk revenue two quarters ahead of expiry, run documented save plans, and prioritize expansion where budget and product fit are strongest.
- Shape competitive positioning. Maintain regional market knowledge and prepare account-specific counter-positions against competing platforms and local alternatives.
- Represent customer voice. Escalate recurring feedback on content, relevance, user experience and integration to Product and Commercial Strategy with actionable detail.
Requirements
- Proven experience in B2B commercial roles with significant experience in enterprise Saa S, digital content, subscription renewals, retention, or account management.
- Proven ownership of a scaled renewal book with measurable retention, price realization and expansion outcomes.
- Experience negotiating with institutional buying committees, procurement teams, public-sector authorities or channel partners.
- Strong command of structured sales methodology, preferably MEDDPICC, and disciplined Salesforce usage.
- Ability to build commercial cases using usage data, benchmark pricing, ROI evidence and customer value stories.
- Executive-level written and spoken English for senior correspondence and formal bid documentation.
- Experience in healthcare, health sciences education, medical publishing or clinical technology.
- Experience with distributors, public tenders, consortium purchasing or grant-funded institutional buying in South Asia or Southeast Asia.
- Work in a Way That Works for You
We promote a healthy work/life balance across the organisation.
We offer an appealing working prospect for our people.
With numerous wellbeing initiatives, shared parental leave, study assistance, and sabbaticals, we will help you meet your immediate responsibilities and your long‑term goals.
Working Pattern
Working flexible hours – flexing the times when you work in the day to help you fit everything in and work when you are the most productive.
- Working for You
- Comprehensive Health Insurance: Covers you, your immediate family, and parents
- Enhanced Health Insurance Options: Competitive rates negotiated by the company
- Group Life Insurance: Ensuring financial security for your loved ones
- Group Accident Insurance: Extra protection for accidental death and permanent disablement
- Flexible Working Arrangement: Achieve a harmonious work-life balance
- Employee Assistance Program: Access support for personal and work-related challenges
- Medical Screening: Your well‑being is a top priority
- Modern Family Benefits: Maternity, paternity, and adoption support
- Long-Service Awards: Recognizing dedication and commitment
- New Baby Gift: Celebrating the joy of parenthood
- Subsidized Meals in Chennai: Enjoy delicious meals at discounted rates
- Various Paid Time Off: Take time off with Casual Leave, Sick Leave, Privilege Leave, Compassionate Leave, Special Sick Leave, and Gazetted Public Holidays
- About the Business
A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society.
Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice.
At Elsevier, your work contributes to the world's grand challenges and a more sustainable future.
We harness innovative technologies to support science and healthcare to partner for a better world.
We know your well‑being and happiness are key to a long and successful career. We are delighted to offer country specific benefits.
Hiring Process and Candidate Requirements
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
Please read our Candidate Privacy Policy.
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.
USA Job Seekers: EEO Know Your Rights.
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Senior Account Manager - eProducts in London employer: Elsevier
At Elsevier, we pride ourselves on being an excellent employer, particularly for our Java Software Engineer role in Oxford. Our vibrant work culture fosters collaboration and innovation, while our commitment to employee growth is evident through continuous learning opportunities and flexible working arrangements that promote a healthy work-life balance. Join us to be part of a team that values your contributions and supports your professional journey in the exciting field of scientific knowledge sharing.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Account Manager - eProducts in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Senior Account Manager - eProducts at Elsevier, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Elsevier. Tailor your message to explain why you’re drawn to them and how you can contribute as a Senior Account Manager - eProducts. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Senior Account Manager - eProducts in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Elsevier:When writing your cover letter, make sure to tailor your message specifically for Elsevier. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Elsevier
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Elsevier that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Elsevier that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Elsevier’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
