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Regional Sales Manager, Caribbean

Date:  Nov 9, 2021
Location: 

Kingston, 01, JM, JMAKN01 Kingston, 01, JM, JMAKN01

Company Name:  EBSCO Information Services

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 2,700 people worldwide, most now working hybrid or remotely. 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.

Mission:

The Regional Sales Manager is responsible for continuing to grow our sales in the English speaking Caribbean. You will maintain current customer accounts as well as develop new ones.

 

Essential Functions:

 

  • Prepare and implement a sales plan for the assigned territory. This plan must be permanently updated to reflect the achievement of the sales goals and any change in the market
  • In collaboration with the Account Executive conduct the necessary market research to identify new sale opportunities
  • In collaboration with AE, develop a growth plan for customer base
  • Collaborate with Customer Engagement Team to develop a yearly Customer Engagement Plan.
  • Collaborate with Library Sales Engineers and Implementation Teams to ensure expectations of SaaS customers are met.
  • Perform an average of at least 30 visits per month (3-5 per day), a third of which should be to new prospects, and record their results in NetCRM.  
  • Create at least 20 new sales opportunities per month.
  • Record in NetCRM all the relevant information resulting from the sales calls/visits and ensure all commitments and promises to customers are met.  
  • Participate in the creation of new or modify existing offers and contracts for 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.
  • Training of customers on EBSCO’s platforms as needed.
  • Troubleshoot customer issues, respond to technical questions from customers or forward appropriate questions, problems, issues to Technical Support in a timely fashion.
  • Actively work with Marketing Department to define strategy, tactics, and marketing materials for the assigned territory.
  • Coordinate with EBSCO Information Services Regional Offices as needed.
  • Achieve an expert level of EIS product knowledge and a working knowledge of the competition.
  • Complete all assignments requested by Sales Management.
  • Participate in company meetings and/or trainings as mandated by management.
  • Submit all business-related expenses for reimbursement no less than twice per month. 
  • Complete 100% training courses assigned in EBSCO Learning Portal.

 

Required Qualifications:

 

    • Bachelor’s degree and substantial relevant work experience in field.
    • 2-5 years(preferred) sales experience preferable in the field.
    • Speak, read, and write fluently in English.
    • Spanish desirable.
    • Master Microsoft Office Suite (Word, Excel, Power Point, Access, Outlook).

 

Communication skills:

    • Experienced and comfortable presenting to large groups of people.
    • Excellent verbal and written communication and presentation skills.
    • Storytelling.
    • Enthusiasm and confidence.
    • Sense of humor and charm.
    • Sociable/Networking.

 

Adaptability/Flexibility:

    • Ability to work independently, as well as in a team environment.
    • Adaptability, able to handle changes in organization, team priorities or policies.
    • Able to work with people of different culture and ethnic backgrounds.
    • Willing and able to handle the challenges of traveling in the assigned territory.
    • Flexible to travel during weekends and/or holidays.
    • Ability to multi-task and work “on the fly” while outside a formal office environment.

 

Good listener and empathy:

    • Customer success oriented.
    • Positive thinker.
    • Empathetic, able to put self on other shoes.
    • Solutions and customer service oriented.

 

Driven, self-motivated, ambitious:

    • Curious
    • Able to work in a fast-paced environment and driven by aggressive sales goals
    • Goal oriented
    • Able to multi-task and prioritize
    • Self-motivated, creative, and independent
    • Solutions oriented
    • Competitive
    • Enthusiastic

 

Critical and strategic thinking:

    • Research, information gathering
    • Technology savvy
    • Able and willing to constantly learn about EIS products as well as the competition
    • Willing and able to learn about the industry trends
    • Trainable, coachable, open to new ideas

 

Physical Requirements:

    • Effectively communicate on the telephone.
    • Operate a personal computer on average for 7+ hours a day
    • Travel at least 50% of the time within the assigned territory

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex, pregnancy status, 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. We comply with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.


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