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Account Executive- Medical

Date: Feb 15, 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.

Mission
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.

 

Primary Responsibilities

• Actively consult with our library partners to ensure their patron needs are being met through the acquisition of online reference databases 
• Direct sale of EBSCO Information products to assigned accounts.  Sales may be achieved by individual effort, or in conjunction with assigned Field Sales Representatives (FSR) 
• Deal with customers on a very individualized basis, using own judgment and discretion to decide best course of action for every situation 
• Participate in the training of customers on EBSCOhost and EBSCOadmin through online demos 
• Achieve sales quota(s) for given fiscal year as determined and announced by Sales Management 
• Active in direct selling situations through telephone and email 
• Actively participate in forming and implementing marketing strategies for own territory 
• Create new, and modify existing, legal offers and contracts with customers 
• Participate in the pricing and planning of official offers: an understanding of the pricing system and the ability to customize it on a per case basis is essential 
• Actively work with Marketing Department to design marketing materials 
• Coordinate and formulate a plan of action for non-RSA territory coverage with EBSCO Subscription Services Field Representatives 
• Coordinate with Regional Offices, Regional Sales Managers (RSM) and Sales Manager 
• All functions that are designed and/or required to achieve sales quota(s) including the following: prepare quotes, forward literature, administrative data entry, set up trials 
• Actively deal with publishers as needed, usually with regards to 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, correcting errors including those dealing with renewal rates, contact info and account designations and offer informative suggestions on systems and operations enhancements 
• Troubleshoot customer issues, respond to technical questions from customers, assist Technical Support Department with follow-up 
• 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: create new user ids and passwords, create new profiles and user groups, add branding to accounts, IP authenticate accounts, customize trials create URLs and set up statistical reports 
• Responsible for the 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 
• Travel: conference attendance and field visits to customer locations based on need 
• Using advanced knowledge, experience and skills to provide training and guidance for FSR’s and/or other Account Executives as requested by Sales Management 
• Achieve an expert level of EBSCO product knowledge and a working knowledge of the competition 
• Complete all assignments requested by Sales Management  
• Cover open sales territories as well as own under certain situations

 

Role-Based Competencies

• 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.

 

Required Qualifications

• Bachelor's Degree
• 2-5 years(preferred) experience selling in the field or by telephone.  Retail experience does not apply.

 

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. 

• Abilty to speak French preferred.
• Job requires advanced knowledge, which allows ISR to analyze, interpret and make deductions from varying facts or circumstances 
• Due to the Account Executive’s ability to commit EBSCO to various financial agreements, affect policy changes and formulate and make operations decisions involving the company the AE 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.  
• Time management skills are a must.  The successful candidate must be able to prioritize multiple tasks.  Excellent verbal and written communication skills are required.  The ability to work independently, as well as in a team environment, is critical. 

 

Cultural Competencies

  • Drive
  • Positive Attitude
  • Good Judgement
  • Open Communication
  • Collaboration
  • Desire to Make an Impact
  • Eager to Understand
  • Accountable
  • Decisive
  • Team Player 

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.

View EEO PDF


Nearest Major Market: Boston

Job Segment: Field Sales, Account Executive, Technical Support, Direct Sales, Sales, Technology