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Inside Sales Account Executive, SSD

Date: Feb 25, 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.

Account Executive, SSD
The SSD Account Executive (SSD AE) primary duty is to actively sell publisher-specific journals and packages to relevant institutions across all markets. The SSD AE is responsible for all aspects of the sales process from sourcing new sales opportunities to collaborating with the SSD field sales team to directly closing and processing new business.

Primary Responsibilities:

  • Direct sales of publisher-specific journals and packages via telephone and email
  • Achieves an “expert level” of publisher-specific content/product knowledge, EBSCO Information Services knowledge, as well as an expert level of knowledge about the defined competition
  • Achieve sales quota(s) for given fiscal year as determined and announced by EBSCO Sales Management
  • Deal with customers on a very individualized basis, using own judgment and discretion to decide best course of action for every situation
  • Actively participate in forming and implementing sales strategies for own territory
  • Engage with applicable SSD Regional Sales Managers to collaborate on specific sales strategies and tactics for particular accounts and territories
  • Create new, and modify existing 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
  • 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
  • Engage in regular discussions with EBSCO Sales Management to discuss and strategize on Opportunities and Pipeline Projections
  • Enter orders and act as a liaison for billing and accounts payable issues
  • 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
  • Travel: occasional field visits to customer locations based on need
  • Complete all assignments and special projects as requested by EBSCO Sales Management

 

Cultural Competencies:

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

 

Requirements:

  • Must have college degree or 4+ years of relevant work experience in field
  • 2+ years experience selling in the field or by telephone. Retail experience does not apply.
  • Must be able to work in the office in Ipswich, MA

 

Preferred Qualifications:

  • Knowledge:
    • 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.
  • Experience:
    • Must have college degree or substantial relevant work experience in field
    • Job requires advanced knowledge, which allows SSD AE to analyze, interpret and make deductions from varying facts or circumstances
    • 2-5 years (preferred) experience selling in the field or by telephone.  Retail experience does not apply.
  • Skills/Aptitudes:
    • The SSD ISR 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.

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: Boston

Job Segment: Publishing Sales, Sales Management, Field Sales, Inside Sales, Sales