Key Account Manager, North America
New
F
Frontiers MediaScholarly Publishing, Open Access
North Carolina, United States. Virginia, United States. New Jersey, United States. Washington, District of Columbia, United StatesFull-TimeMiddle
Salary not disclosed
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Job Details
- Required Skills
- SalesforceMicrosoft ExcelAccount Management
Requirements
- Experience working with institutional clients such as universities, libraries, or research organizations.
- Experience in B2B sales or account management within scholarly publishing, Open Access, academic services, library or research-related environments.
- A track record of contributing to sales targets and pipeline development, with exposure to institutional or multi-stakeholder sales cycles.
- Confidence in building relationships, presenting, and supporting negotiations with a range of stakeholders.
- Comfortable with outreach and business development activities (email, calls, events, conferences).
- Good understanding of the research lifecycle and scholarly communication, with interest in Open Access and Open Science.
- Familiarity with Salesforce (or similar CRM) and Excel for tracking activity and performance.
- Ability to work independently in a target-driven environment, with good organization and time management.
- A collaborative, proactive mindset and interest in working in an international, mission-driven environment.
Responsibilities
- Manage and grow a portfolio of institutional partners (universities, libraries, research organizations), acting as a key point of contact within the Open Access publishing space across North America.
- Execute regional sales and account strategies, adapting global plans to your territory and identifying opportunities within key accounts and consortia.
- Drive end-to-end sales activities: from outreach (email, calls, conferences, meetings) to proposal development and contract negotiations.
- Build strong, long-term relationships with institutional stakeholders (libraries, research offices, consortia), supporting their publishing and Open Access goals.
- Deliver clear and engaging presentations on Frontiers’ Open Access solutions and value proposition, tailored to institutional needs and research priorities.
- Work towards revenue targets, actively managing your pipeline and contributing to overall territory performance.
- Capture and translate market intelligence (customer needs, competitor activity, regional dynamics) into actionable insights that inform sales strategy and product development.
- Collaborate cross-functionally with account development, public affairs, and analytics teams to drive retention, renewals, and long-term account growth.
- Contribute to OKRs, sales playbooks, and process improvements, using real-world feedback to enhance how we engage institutional partners.
- Operate with autonomy and accountability, identifying opportunities, solving complex challenges, and continuously improving your approach to institutional sales.
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