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Regional Sales Manager

Date: Dec 25, 2018

Location: Los Angeles, CA, US, 90012

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.

Position Title: Regional Sales Manager, Subscription Services Division (SSD)

Markets:  Academic and Large Public Libraries

Territory: California and Hawaii

Reporting Structure: Reporting to Vice President of Sales, Subscription Services Division (SSD)

Job Description: The Regional Sales Manager is responsible for the sale of EBSCO subscription services; ebooks; and other products as assigned to librarians in the academic and large public library market.  Subscription formats include electronic and print.  You are selling EBSCO’s ability to provide effective management services including streamlining workflow, increasing usage of content, optimizing journal management services for collection development, and selling auxiliary services including a usage statistics product.  The Regional Sales Manager will work closely with others in the organization, principally the Vice President of SSD to grow accounts, close new sales, and maximize customer loyalty to retain business. 

Responsibilities:

Work with EBSCO Sales Management to define and establish sales projections for SSD in the assigned territory and markets.  These projections will be based on fiscal year total and possibly, other periods of time as deemed appropriate.

Personally visit designated accounts in the assigned territory and markets to sell SSD. Must meet set quota of 25 visits per month. 

Work closely and frequently with SSD support staff and customer service staff to properly service and sell to customers and prospects.

Enter any/all relevant information related to sales in an EBSCO Customer Relationship Management (CRM) tool to ensure proper follow up and closure for each account.

Attend designated conferences, meetings, trade shows or other events as assigned or needed to perpetuate sales.

Serve as a visible spokesperson and expert for SSD.

Identify, and report, Strengths, Weaknesses, Threats and Opportunities (SWOT) to the sale and success of SSD.

Help develop specific sales plans and strategies to succeed.

Work closely with EBSCO management to effectively price SSD.

Provide input and review Requests for Information (RFIs), Requests for Proposal (RFPs), and bids for SSD.

Provide EBSCO colleagues and management with competitive intelligence as warranted.

Requirements and Qualifications:

A Bachelor’s degree from an accredited four-year institution.

Face-to-face selling experience.

Relationship selling experience.

Experience in the library industry a plus.

A track record of achieving assigned sales projections or quotas.

Must be able to travel consistently and sufficiently to achieve assigned sales projections or quotas. The percentage of time expected to be traveling is 75% overnight. 

Must possess excellent communication skills.

Must be goal-orientated. On a regular basis define and refine, goals related to the job and how it helps EBSCO to achieve its mission in writing.

Competency in the use of personal computing, tablets, and other mobile devices to perform business functions including, Email communications, Microsoft Word, Microsoft Excel, and Microsoft PowerPoint. 

Competency in the use of the Internet with the associated ability to effectively demonstrate SSD products and services.

Must reside in the assigned territory.

Must possess of a valid driver’s license.

Good credit history.

Must be comfortable and confident with public speaking and making presentations to audiences ranging in size from one to several hundred people.

Must possess excellent time-management skills setting appointments two to three weeks or further ahead of time.

Must be highly self-motivated and a self-starter with the proven ability to work independently.

 

   

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.

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Nearest Major Market: Los Angeles

Job Segment: Regional Manager, Sales Management, CRM, Relationship Manager, Management, Sales, Technology, Customer Service