SA43P4 Sales Operations Account Specialist

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 117 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 a Sales Operations Account Specialist. This position will be located in our headquarters in Columbus, Ohio.

Position Summary:

Sales Operations Account Specialists are accountable for providing support to the sales team by preparing product documents, customer agreement documents, proposal materials, presentations, report, etc.

Department functions include:

• Gather, compile, and track customer information in support of the sales process
• Follow up with customers to help advance the sales process
• Administer customer account setup, access, and policy exception management
• Prepare and provide price quotes within established guidelines and recommends variations to standard products prices to meet customer demands
• Participate and contribute to various ongoing organizational strategic initiatives

Sales Operations Account Specialists are accountable for department functions as described above, with an additional focus and accountability for CAS growth strategies through pricing-related motions, including direct interaction with CAS customers. Sales Operations Account Specialists engage with reps to help design appropriate pricing levels for accounts and engage with customers as they communicate CAS pricing and sales terms. Sales Operations Account Specialists will address key customer pricing questions, resolve issues as needed, and may conduct or assist in training sales team members in preparation for new product or renewals launch activities. Sales Operations Account Specialists are expected to be able to lead and execute pricing programs as needed.

Job Duties:

• Manage contract agreement business process by developing and evaluating the pricing and product programs (specific pricing, product business plans, product designs) working jointly with sales representatives, legal and finance departments in an effort to maximize customer value, resolve issues, execute account strategy, and enhance revenue impact.
• Perform highly complex analysis of program evaluation and development, and customer specific agreement performance (e.g., trend analysis, analyzing program success, long-range planning, new pricing models). This includes reporting/presentation of customer revenue/usage and periodic analysis of information to many potential areas of the CAS organization including Marketing, Finance and Legal.
• Accountable for developing and administration of the communication for key pricing and related initiatives to customer accounts.
• Engage in customer discussions regarding pricing, including negotiations and support as needed in partnership with sales representative.
• Develop or contribute to creation of pricing plans, communication pieces, and information / training channels.
• Interface with customers and sales representatives to answer questions, resolve problems, and troubleshoot issues.
• May act in project leadership capacity to include:
  
  
  
  • Interface with VPs on pricing initiatives, results, and answering questions or concerns
  • Represent department as SME on cross-divisional and/or enterprise projects
  • Routinely performs quality assurance and resolves issues
  
  
  
  
• Compiles and analyzes complex data to draw conclusions and recommend pricing solutions to support customer needs including:
  
  
  
  • Development and evaluation of pricing proposals, including presentation to all management levels
  • Proposal of on-demand variations to standard programs and pricing based on customer criteria. Proposals must be scalable and potentially used as basis for new programs.
  • Routinely perform quality assurance and resolve customer issues
  • Sales/revenue and customer usage forecasting, and periodic financial/pricing/marketing analysis of information
  
  
  
  
• Support of product and program evaluation, including evaluation of policies and processes for new initiatives

The position requires the ability to carry out assignments and projects with minimal supervision.

Job Qualifications:

• Bachelor's Degree, Advanced degree (MBA) preferred
• At least 6-8 years of progressive experience in a customer facing role, ideally in a business-to-business environment; sales support; business operations
• Experience and demonstrated capability in a sales-related or customer contracting role is a strong preference
• Demonstrated skill in creating, reviewing and editing customer-facing documents as well as reviewing legal contracts and documents
• Strong communication with internal and external customers (verbal and written) with the proven ability to interact with peers, managers, and staff across all corporate divisions
• Personal skills must include: attention to detail with a proactive focus on accuracy; planning; attention to detail and ability to be responsive to urgent and updated priorities
• Ability to work on a team or independently; lead activities
• Capability to be responsive to changing priorities and self directed in works and tasks.
• Advanced skills with sales-related business systems such as Salesforce.com or other CRM tools; SAP; etc.
• Mastery of MS Office applications (specifically Excel and Power Point)

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/Minority/Female/Disabled/Veteran.