Account Manager – Renewals (Clinical)

About the Company

Elsevier is part of the Reed Elsevier Group plc., a world-leading provider of professional information solutions in science and health, legal, risk management, and business-to-business sectors. As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. A global company headquartered in Amsterdam, employing more than 7,000 people in 24 countries.

About the Role

As an Account Manager - Renewals, you will be responsible for the commercial health, retention, and growth of Elsevier Health’s existing customer base. You will defend current market share against competition and drive incremental revenue through strategic price uplifts and expansion. You will partner with Customer Success Managers to align product value with customer needs, manage executive stakeholder relationships, lead commercial negotiations, and ensure renewals reflect Elsevier’s portfolio value.

Responsibilities

• Manage end-to-end renewals: own the entire renewal cycle to defend customers and ensure high retention across your territory.
• Drive growth through upsells: negotiate year-over-year price uplifts and align contract values with product enhancements and market rates.
• Qualify and forecast deals using MEDDPICC to identify risks early and maintain accurate pipeline and revenue forecasts in Salesforce.
• Leverage Customer Success: partner with CSMs to monitor account health, use CSM value stories to justify price increases, and identify upsell opportunities.
• Build executive relationships with key decision-makers (C-level Economic Buyers and Champions) to demonstrate ROI and secure renewals.
• Conduct strategic account planning with CSMs to surface pain points early and mitigate at-risk revenue.
• Identify and pursue seat expansion or module upsell opportunities during renewal conversations.
• Be the customer’s voice: gather and share client feedback on product usage and feature needs with internal teams.
• Stay competitive by monitoring market trends and competitors to position Elsevier’s value effectively.
• Mentor teammates: coach peers on applying MEDDPICC, negotiation tactics, and playbooks to achieve revenue targets.

Qualifications

• 7 to 10 years of experience in clinical sales.
• Renewals expertise: proven experience managing the full renewal lifecycle of enterprise accounts with a focus on retention and expansions.
• Executive relationship management: ability to act as a trusted advisor to C-level stakeholders and conduct regular ROI reviews.
• Competitive and market insight: deep understanding of industry competitive landscape and market trends.
• Customer advocacy: skill in capturing user feedback and relaying it to Product/Commercial teams to influence roadmaps.
• Strategic planning and risk management: strong planning and forecasting abilities, including budget management and proactive churn mitigation.
• Consultative sales skills: demonstrated success in solution-focused, consultative selling within complex B2B environments.
• Negotiation and turnaround skills: excellent networking and negotiation skills for at-risk accounts and complex multi-year contracts.
• Data-driven and organized: high proficiency in using data and CRM tools (e.g., Salesforce) for managing large account portfolios and accurate forecasting.
• Sales methodology know-how: proficiency in MEDDPICC or similar sales qualification frameworks.

Benefits

• Medical inpatient and outpatient insurance.
• Long service award.
• Flexible working arrangements.
• Access to learning and development resources, study assistance and sabbaticals.