Regional Sales Manager (DDE & SSD) based in Kenya for East and Central Africa

EBSCO International is the international operations group of EBSCO Information Services (EIS).  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, Massachusetts, USA, EIS employs more than 2,700 people worldwide. We are the leader in our field due to our cutting-edge technology, forward-thinking philosophy, and outstanding team.  EIS is a company that will motivate you, inspire you, and allow you to grow. Our mission is to transform lives by providing relevant and reliable information when, where, and how people need it. We are looking for bright and creative individuals whose unique differences will allow us to achieve this inclusive mission around the world.

Role Mission:

1. To develop and manage sales and retention activity in Central and East Africa and market area.
2. To ensure coverage by deploying an effective visit and follow-up strategy that enhances customers’ and prospects’ experience of EBSCO to exceed their expectations

Regional Sales

• Achieve defined sales targets as outlined in the Sales Plan
• Visit customers on average 80% of the working week
• Work to achieve quotas and ad hoc targets as established from time to time
• Build and maintain a high standard of rapport with potential & existing customers through personal visits (250 per annum)
• Manage key sales, contract & account retention relationships
• Actively seek new business
• Become an expert in the key product portfolio
• Pro-actively liaise with colleagues to maintain highest levels of service and customer satisfaction
• Attend local / national conferences or exhibitions and make presentations to large audiences
• Produce accurate call reports including Action within 24 hours of contact
• Prepare written proposals and quotes for customers
• Ensure that all prospects are visited at a frequency appropriate to their status
• Liaise with Internal Account Executive regarding appointment making
• Liaise with Internal Account Executive / Sales Support regarding renewals
• Anticipate and recognise market needs and take action as appropriate
• Provide reports on all areas of activity as required using NetCRM
• Enhance customers’ and prospects awareness of EBSCO services
• Maintain knowledge of and report back on market trends, competitors and issues
• Be willing to work unsocial hours, subject to reasonable work/life balance being maintained
• Alert line manager, in the first instance, to conditions within the company that lead to customer dissatisfaction and recommend a solution to the problem
• Alert line manager, in the first instance, to known issues with particular customers that may result in escalation and recommend course of action
• Be instrumental in developing team strategy to deal with known service issues
• Alert team to emerging customer technical issues
• Research and initiate improvements to our service culture
• Ensure that all administration associated with the role is completed in a timely manner

Personal Development

• Actively involved in setting personal objectives and strive for 100% achievement
• Attend all recommended and appropriate training sessions
• Use available tools to measure personal productivity
• Take personal responsibility for own role in achieving department and organisational strategic objectives
• Identify areas for development and work proactively with your line manager to improve them

All staff are expected to:

• Understand and apply EBSCO’s 8 core values – People, Customer First, Sales, Growth, Profitability, Engineering, Creativity, Thrift
• Understand, apply and adhere to EBSCO’s Employee Handbook
• Demonstrate personal values of integrity, respect, creativity, professionalism,  harmony, initiative
• Ensure own compliance with company policies in regard to housekeeping, IT, health and safety etc
• Provide reporting on all areas of activity as required
• Perform other reasonable duties as requested by the management team and work reasonable overtime as required