Job Description

IP Business Account Consultant

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 115 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

CAS is currently seeking an IP Business Account Consultant. This position will be located in our headquarters in Columbus, Ohio.

Job Summary: Accountable for profitable achievement of sales objectives associated with existing IP business revenue growth and new IP business acquisition in an assigned territory in North America by identifying opportunities to grow, retain, cross-sell, upsell and penetrate the customer utilizing the product portfolio and services; and strategically prospecting into target accounts, seeking to secure qualified meeting opportunities. Identifies new customer opportunities, tracks selling activities, and manages contact information for sales prospects and existing customers. Delivers sales presentations and collects information about existing and prospective customers to assist in developing marketing plans.

This position will cover the Eastern corridor of North America, including Canada (Quebec to Florida). The candidate needs to be based within the territory, and a location in Boston or Washington, DC, would be ideal. Still, other locations near a major US airport will be considered.

Job Accountabilities:

• Generates revenue utilizing sales opportunity process via necessary sales and support visits, calls, emails and presentations with the expectation of creating, advancing, and closing new revenue opportunities within an assigned territory. This includes aggressive prospecting and scheduling product sales demonstrations and product orientations to potential prospects.
• Identifies and gains access to decision makers. Cultivates relationships with the most senior buyer in the client organization as well as networking with day-to-day client representatives and buyers.
• Source prospects, educate and qualify leads to create sales-ready opportunities.
• Manages an assigned book of business and builds, expands, and solidifies relationships with existing clients via necessary sales and support visits, calls, emails and presentations with the expectation of creating, advancing, and closing revenue opportunities within an assigned territory.
• Must be able to effectively identify, communicate and work through customer problems, prospect objections, issues and opportunities.
• Anticipates and drives growth of new and additional services and coverage levels by conducting thorough needs assessments and matches these needs to the appropriate solutions and services.
• Follows the established sales process and consistently utilizes the CRM to document prospect interaction, ensuring efficient lead management.
• Onboards, enables, and teaches our users and customers how to realize the full value of our solutions and services
• Retain, cross-sell, and upsell existing clients through a superior experience and understanding of their needs
• Managing a territory of CAS customers and ensuring that they are receiving exceptional experiences through our interactions with CAS as a firm
• Monitor customer dashboards and pipeline, identify risks and take action where necessary to ensure optimal customer experience product usage and opportunity progression.
• Create and document user success stories and communicate these to buyers.
• Understands the importance of timely follow up with customers and prospects, managers and staff making communication a top priority.
• Develop and maintain daily plans to maximize selling time, including pre-call planning, adhering to metrics and customized scripts based on opportunity type.
• Attend/present at trade shows, events and conferences

Qualifications:

• Bachelor's Degree in Science-related fields, business, communications, or other related disciplines
• 7 or more years of sales-related experience including lead generation, inside and outside sales, business development, and customer service
• Proven track record of exceeding sales objectives and territory/account development
• Experience leveraging LinkedIn and other prospecting tools
• Experience selling science-related solutions and/or information/intellectual property
• Strong capacity to articulate industry-specific value proposition to address customer pain points
• 2 years' experience with CRM and opportunity management systems, preferably Salesforce.com
• Demonstrated experience with virtual selling tools such as GoToMeeting, WebEx and other comparable tools
• Travel expectation: 40%

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Disabled/Veteran

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