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Account Executive, High School & Public Library

Date: Jun 26, 2019

Location: Ipswich, MA, US, 01938

Company: EBSCO Industries Inc

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 Account Executive’s (AE) primary duty is the management of EBSCO’s customers. The AE is directly responsible for servicing all existing business relationships, securing the renewal of all existing subscriptions as well as selling upgrades and additional products. The Account Executive is also responsible for generating new sales of EBSCO products and implementing and directing a growth plan for their territories in their assigned markets. Must have college degree or substantial relevant work experience.


Primary Responsibilities

  • Direct sales through telephone and e-mail of EBSCO Information products to assigned accounts using own judgment and discretion to decide best course of action for every situation.   Actively consult with our library partners to ensure their patron needs are being met through the acquisition of online reference databases. 
  • Achieve sales quota(s) for given fiscal year as determined and announced by Sales Management.  Achieved by individual effort or in conjunction with Regional Sales Manager and/or product line Specialists.  Coordinate with Regional Offices, Sales Vice Presidents, Sales Directors and Sales Managers.  
  • Achieve an expert level of EBSCO product knowledge and a working knowledge of the competition
  • Complete all assignments requested by Sales Management 
  • Actively participate in forming and implementing marketing strategies for own territory.
  • Participate in the training of customers on EBSCOhost and EBSCOadmin through online demos
  • Consult with the Marketing department on the design of marketing materials as needed
  • Travel: conference attendance and field visits to customer locations based on need
  • Cover open sales territories as well as own under certain situation
  • All functions that are designed and/or required to achieve sales quota(s) including the following: Pricing and planning of official offers, prepare and send quotes using pricing system, customize offers, create orders, create/modify legal offers/contracts, forward literature, administrative data entry, set up trials, actively work with publishers as needed (usually pricing issues), respond to all leads forwarded from the marketing department within (5) business days, enter orders and act as a liaison for billing, accounts payable between OE, ESS and customer, actively deal with the updating of subscription information, correct errors including those involving renewal rates, forward appropriate questions, problems, issues to Technical support and notify sales management of any outstanding issues, actively deal with all aspects of account set up and maintenance, adjustment of subscriptions, either to extend or stop service of the product for various reasons: must create plan for each case and establish reasons for actions taken


Required Qualifications

  • 2+ years of sales experience.
  • Excellent verbal and written communication skills are required
  • College degree or relevant work experience
  • Time management skills are a must.  The successful candidate must be able to prioritize multiple tasks
  • Must be able to travel to conferences and sales meetings as needed.


Preferred Qualifications

  • 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
  • Time management skills are a must.  The successful candidate must be able to prioritize multiple tasks.
  • Must be able to think independently and make decisions based on the comparison and evaluation of relevant information: exercising discretion and independent judgment are essential

EBSCO Industries, 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: Boston

Job Segment: Account Executive, Direct Sales, Technical Support, Data Entry, Sales, Technology, Administrative