EBSCO Information Services (EIS) provides a complete and optimized research solution comprised of e-journals, e-books, and research databases — all combined with the most powerful discovery service to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EIS employs more than 3,300 people worldwide. We are the leader in our field due to our cutting-edge technology, forward-thinking philosophy, and top-notch workforce. EIS, a division of EBSCO Industries Inc., based in Birmingham, AL, is ranked in the top 200 of the nation’s largest, privately held corporations according to Forbes magazine. EBSCO is a company that will motivate you, inspire you, and allow you to grow. We are looking for the best. If you are too, we encourage you to explore our unique opportunities.
The regional sales manager directs the sales of publisher journal content to libraries and any/all other viable accounts in the territory and markets assigned. This includes journal content in electronic and print format purchased on a title-by-title basis or as a packaged collection. You are selling EBSCO’s ability to service the invoicing, fulfillment and overall management of publisher journal content to the customer as well as add-on services like Usage Consolidation. You are also selling the digital format of magazines (Flipster). The sales specialist will work closely with others in the organization, principally Journal Subscriptions Customer Services Department to maximize customer loyalty and retention.
Work with EBSCO Sales Management to define and establish sales projections for SSD in the assigned territory and markets. These projections will be based on fiscal year total and, possibly, other periods of time as deemed appropriate. Personally, visit all accounts in the assigned territory and markets to sell SSD. A quota for visit minimums, which may be weekly, monthly or yearly, will be established for each EBSCO fiscal year. Enter any/all relevant information related to sales in an EBSCO Customer Relationship Management (CRM) tool to ensure proper follow up and closure for each, individual, account. Attend designated conferences, meetings, trade shows or other events as assigned or needed to perpetuate sales. Serve as a visible spokesperson and expert for SSD. Identify, and report, Strengths, Weaknesses, Threats and Opportunities (SWOT) to the sale and success of SSD. Identify, and report, issues and all other information that positions EBSCO to grow the sale of GOBI and SSD business. Help develop specific sales plans and strategies to succeed. Work closely with EBSCO management to effectively price GOBI and SSD. Provide input and review Requests for Information (RFI’s), Requests for Proposal (RFP’s) and tenders for SSD. Provide EBSCO colleagues and management competitive intelligence consistently and as warranted. Territory – Eastern Canada (ON, NB, NL, PE, QC, NS), Eastern US (MA, NH, VT, RI, CT, MI, NY, NJ, PA, MD, DE) Markets – Medical (primarily hospitals/ health systems, and medical schools)
Ability to make first time (cold) calls, manage customer accounts, understand content and functionality as well as the understanding of on-line services as they pertain to information delivery. Exhibits passion and excitement over work. Has a can-do attitude. Understands the basics of consultative selling and the importance of asking questions in any selling situation. Presents products, services or ideas in a manner that clearly shows how they would meet customer needs and provide benefits. Demonstrates tenacity and willingness to go the distance to achieve sales goal. Ability to create rapport with customers. Applies critical thinking and structured problem solving to address difficult selling opportunities Learns quickly. Demonstrates ability to quickly and proficiently understand and absorb new information.
Bachelor’s Degree Two (2) years of true sales experience, previous experience selling into the schools and public library field is preferred. Retail does not qualify. Ability and willingness to travel 75% depending on need and time of year. Applicants must currently live in the territory.
A background in library or information sales with actual sales experience in the assigned territory Must possess excellent communication skills. Must be goal orientated. On a regular basis define, and refine, goals related to the job and how it helps EBSCO to achieve its mission in writing. Competency in the use of personal computing, tablets and other mobile devices to perform business functions which include: Email communications, Microsoft Word, Microsoft Excel, Microsoft PowerPoint and SharePoint. Competency in the use of the internet with the associated ability to effectually demonstrate SSD products and services. Possession of a valid passport for travel. Achieve, or surpass, assigned sales projections or quotas. Must be able to travel consistently, and sufficiently, to achieve assigned sales projections or quotas. The percentage of time expected to be traveling is 75%. Must be comfortable, and confident, with public speaking and making presentations to audiences ranging in size from one to several dozen people. Must possess excellent time management skills. Must be highly self-motivated with the proven ability to work independently Ability to operate a company vehicle, subject to motor vehicle background check. Must have a valid driver’s license and solid driving record. Must speak English and French is a bonus.
EBSCO Industries, Inc.is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. EBSCO strictly prohibits and does not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment.
EBSCO complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Nearest Major Market:
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About this company
EBSCO Way is the philosophy we grow by. In addition to ten operating principles, these are the characteristics we value in our people and teams. We strive to fill our businesses with teams of motivated, positive people, unified by a shared set of principles and practices, focused on common objectives. We know from experience that environments like that create success and endless possibilities. We strive for a culture of entrepreneurship. We seek new ideas and encourage innovation. Successful team members are entrepreneurial by nature.
Location/Region: Ipswich, MA (US)