Strategic Account Manager (SAM)

Job Description

We are looking to appoint a highly motivated and experienced Strategic Account Manager (SAM) with experience of the higher education sector or business-to-business selling, who will take responsibility for managing strategic accounts in Australia and New Zealand. This role will primarily focus on nurturing and expanding our existing relationships with key accounts, including academic purchasing consortiums, while also driving new business development opportunities.

In addition, the role involves analysing market trends, identifying growth opportunities, and collaborating with internal teams to deliver high-quality solutions. Acting as the main point of contact for customers, providing support, addressing issues, and fostering long-term partnerships.

Day to day we’ll trust you to:   

• Manage and strengthen relationships with strategic accounts and key stakeholders, including the CAUL Consortium, universities, corporate and public sector organisations, research institutions, faculty, and libraries.
• Develop a deep understanding of the needs, challenges, and goals of each account, and provide tailored solutions to meet their requirements.
• Collaborate closely with internal stakeholders, such as sales, marketing, and product teams, to ensure the delivery of excellent customer service and support.
• Identify and pursue new business opportunities within the assigned territory, including securing new strategic partnerships and expanding our product offerings.
• Conduct regular account reviews and analysis to track account performance, identify areas for improvement, and implement strategies to drive growth and customer satisfaction.
• Stay up to date with industry trends, market dynamics, and competitor activities to anticipate market changes and proactively address customer needs.
• Deliver presentations, product demonstrations, and training sessions to key stakeholders, showcasing the value and benefits of our offerings.
• Participate in industry conferences, events, and networking activities to build relationships, promote our brand, and generate new leads.

You’ll need to have:   

• Bachelor's degree in a relevant field (Business, Marketing, or related discipline).
• Proven experience (5+ years) in strategic account management within the scholarly publishing industry, preferably in Australia and New Zealand.
• Strong understanding of the scholarly publishing market, including knowledge of industry trends, challenges, and key players or transferable B2B sales skills.
• Demonstrated success in managing and growing strategic accounts, achieving sales targets, and driving business growth.
• Excellent communication and interpersonal skills, with the ability to build rapport, negotiate contracts, and influence decision-makers.
• Strong analytical and problem-solving abilities, with the capacity to identify opportunities and develop effective strategies to drive customer satisfaction and revenue growth.
• Self-motivated and results-oriented, with the ability to work independently and collaboratively within a team environment.
• Willingness to travel within Australia and New Zealand as required.

What’s in it for you?

At Emerald, we value our people. Becoming a part of our team means you’ll join a trusting and flexible environment and we've been flexified so you can trust that we're a truly flexible workplace. You'll also have numerous opportunities to progress your career, as well as access to professional development and the opportunity to learn new skills.

You’ll receive a wide range of benefits, such as 21 days of annual leave plus public holidays, remote flexible working, up to 20% performance bonus and various benefits aimed at supporting your wellbeing and work-life balance.

Roles are advertised at a benchmarked market median rate. Offers will be made within a range of the median, depending on skills and experience.