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Account Manager

Company: John Wiley & Sons , Inc.
Location: Burlington
Posted on: November 20, 2023

Job Description:

Location: USA, Remote - Ideally North Eastern
Our mission is to unlock human potential. We welcome you for who you are, the background you bring, and we embrace individuals who get excited about learning. Bring your experiences, your perspectives, and your passion; it's in our differences that we empower the way the world learns.
As an Account Manager, you will manage and retain institutions in the "core" customer base.

How you will make an impact:

  • Grows and Expands Account Relationships: Identifies key account stakeholders and implements strategies to grow and expand those relationships
  • Analyzes Account Health & Mitigates Risks: Analyzes usage data to understand customer health and trends; Leverages data to proactively identify and mitigate issues
  • Services Accounts & Defends Revenue: Manages relationships with key stakeholders and responds to customer issues or questions in a prompt and effective manner
  • Completes In-Depth Customer Research: Leverages various sources to research customers and their needs; Seeks out market insights and trends; Uses research to tailor outreach and plan for customer meetings
  • Acts as a Collections Advisor: Identifies collections gaps and recommends journal/non-journal products to improve research and teaching outcomes
  • Executes Data-Driven Negotiation: Analyzes data; Facilitates data-driven conversations to drive stakeholder consensus and deliver successful agreement outcomes
  • Manages Opportunity Pipeline: Follows Wiley sales processes and opportunity management approach; Captures efforts in common and consistent way in CRM
  • Highly Independent, Self-Motivated: Demonstrates a high degree autonomy to manage and complete activities and tasks; Shows resilience, determination, and the ability to work under pressure


    * Independently manages a portfolio of accounts

    * Executes Account Planning activities including setting account goals and strategies and revisiting the Account Plans throughout the year

    * Analyzes customer performance trends, and responds to customer questions and/or issues in a timely manner

    * Renews and renegotiates journal and non-journal agreement paperwork and compliance requirements annually (or, as needed) with institutions

    * Identifies and manages non-journal cross-sell leads based on institutional-level collections needs

    * Delegates small journal and non-journal renewals and admin activities to SC

    * Delegates small non-journal contract sales to SC

    What we look for (Required):

    * 4-year undergraduate degree

    * 3+ years of experience in the publishing industry

    * Experience selling and managing academic research subscriptions

    * Ability to diagnose institutional subject-level research and teaching needs

    * Ability to identify and manage non-journal cross-selling opportunities

    * Strong email/written communication skills

    * Ability to work independently and manage one's own book of business

    About Wiley:

    Enabling Discovery, Powering Education, Shaping Workforces.

    We clear the way for seekers of knowledge: illuminating the path forward for research and education, tearing down barriers to society's advancement, and giving seekers the help they need to turn their steps into strides.

    Wiley may have been founded over two centuries ago, but our secret to success remains the same: our people. We are willing to challenge the status quo, move the needle, and be innovative. Wiley's headquarters are in Hoboken, New Jersey, with operations across the globe in more than 40 countries.

    Wiley is an equal opportunity/affirmative action employer. We evaluate all qualified applicants and treat all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, genetic information, or based on any individual's status in any group or class protected by applicable federal, state or local laws. Wiley is also committed to providing reasonable accommodation to applicants and employees with disabilities. Applicants who require accommodation to participate in the job application process may contact for assistance.
    We are proud that our workplace promotes continual learning and internal mobility. Our values support courageous teammates, needle movers and learning champions all while striving to support the health and well-being of all employees, for example we offer meeting-free Friday afternoons allowing more time for heads down work and professional development.
    We are committed to fair, transparent pay, and we strive to provide competitive compensation in addition to a comprehensive benefits package. This range represents Wiley's good faith and reasonable estimate of the base pay for this role at the time of posting. It is anticipated that most qualified candidates will fall within the range, however the ultimate salary offered for this role may be higher or lower and will be set based on a variety of non-discriminatory factors, including but not limited to, geographic location, skills, and competencies

Keywords: John Wiley & Sons , Inc., New England , Account Manager, Executive , Burlington, Northeast

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