Account Manager, Institutional Sales

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Job title: Account Manager, Corporate and Health (Hospitals)

Line Manager: Regional Sales Director, Institutional Sales

Function: Sales for institutional License business

Department: Institutional Sales

Purpose of the role:

Actively engage in activities to achieve Budget (sales target). Aim to maintain existing customer contracts and expand sales by adding new contracts and promoting and selling new products. Develop new prospects and acquire new contracts. While it is expected to pursue sales opportunities, the role also is expected to work as a team and support each other.

Key tasks:

• Target customers: Corporate customers (in Japan) *Frequent business travel, 1/month
• Product to be handled: Springer Nature Corporate license of electronic products (electronic journal, e-books, database).
• Main products: SRG Journals, NRG Journals, eBooks, Content on Demand, nature.com Complete, Industry Sector Collections, Tailored Collection, AdisInsight, SpringerMaterials, Protocol.io, etc.
• Account management/grasp
• Schedule management · Including visit appointment arrangement
• Creating visiting materials / proposal materials
• Customer visit, negotiation, presentation
• Price quotation (for both customer and agency)
• Sales order processing (SAP CRM)
• Follow up signing of agreement
• Customer correspondence (complaint correspondence, usage status confirmation, etc.)
• Participating Internal Meetings and Trainings such as sales meetings, products trainings, etc.

Routine tasks (Responsibilities):

• Schedule sharing (via Outlook)
• Create sales record (SalesForce)
• Opportunities/Pipeline management (SalesForce, Excel, etc.)
• Customer information management (SCION etc.)

Others:

• Cooperation with Account Support, Online Service, Marketing, and Product Specialists
• Be flexible and supportive when unexpected situations arise and contribute to the team even if it is not directly related to personal sales activities.

Qualifications:

• University degree

Experience

• Experience in sales for institutions (e.g. academic, corporate, hospital) more than 3 years
• Might be desirable to be familiar with library business, scientific publication and database products industry

Skills

• Japanese in native level
• English in business communication level

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