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Account Executive - Academic Sector

Date: Jun 30, 2019

Location: London, ENG, GB, EN1 3XE

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 seeks to motivate, to inspire, and to provide growth opportunities to its employees. If you are looking to join a team like ours, we encourage you to explore our unique opportunities.

About the Role:

 

An Account Executive vacancy has arisen in our UK office to support the UK Academic market. The mission of the Account Executive role is to generate new business, upsell to current customers and maintain existing client business.  Therefore, a combination of account management and new business development skills is required.

 

The role will involve selling digital products (eJournal Collections, eBooks, SaaS) to information professionals, library staff and academics. You will be responsible for maintaining a diverse portfolio of existing customers as well as identifying new leads.  You will work closely with the senior sales team to develop an effective sales strategy to maximize revenue and sales.

 

Ideally you will come from a sales /account management background preferably with experience of selling educational or technology-based products / services over the phone.  You will be hungry to find new leads and cold call clients and take ownership of your own workload.  You will be a confident communicator who is able to develop effective relationships with customers. 

 

Primary Responsibilities

 

  • To develop this market sector with regards to finding new business opportunities, following up on leads, upselling and ensuring renewals of current products.
  • Manage and retain a portfolio of customers with a number of diverse products
  • Build and maintain a high standard of rapport with potential & existing customers at all levels
  • Take responsibility for communicating the ‘EBSCO message’ and influence the direction of the client’s future decisions
  • Understand the needs of client and articulate how EBSCO’s products and services can bring value to them and the user-base they support
  • Work alongside field sales staff to maximise sales opportunities
  • Attend local / national conferences or exhibitions when required
  • Work closely with the account executive manager to develop an effective sales strategy / plan
  • Populate, update and manage daily, a CRM system to achieve sales targets and objectives
  • Produce monthly sales reports required for business planning
  • Anticipate market needs and research improvements to our service culture

 

 

Desired Skills & Experience

 

The ideal candidate should:

 

  • Have past experience of account management and some sales experience
  • Ideally they will have experience of selling into the education sector and/or experience of selling a technical product.
  • Have excellent time management / operational skills
  • Operate with a defined vision and have a bias for action
  • Be confident with talking to prospects and customers on the telephone
  • Have the energy and mental capacity to be an expert in a portfolio of products
  • Be self-motivated and well organized
  • Be an effective communicator both verbally and in writing (literacy and numeracy skills are essential)
  • Bring with them a strong focus and attention to detail – strives to become an industry expert
  • Be comfortable working with medium to long-term sales cycles
  • Demonstrate personal values of integrity, respect, professionalism, creativity and initiative

 

Other information

 

  • Will be required to travel to US as part of training


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