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Regional Sales Manager Southwest - Corporate

Date: Jul 4, 2019

Location: Los Angeles, CA, US, 90001

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.

EBSCO Information Services Field Sales group is currently seeking a Regional Sales Manager for a territory which includes Southern California, Arizona, Nevada, Utah and Colorado. This outside sales position includes selling to corporate and state government clients. Applicants must currently live in the territory. 

The Regional Sales Manager’s general responsibility will be to solicit prospective customers and present EBSCO Information Services resources to corporate and government clients within the territory. 


Primary Responsibilities

• Provide balanced sales coverage of accounts in your territory. 
• Work in conjunction with the VP of Sales and Account Executive to achieve sales goals. 
• Achieve an established new sales quota each fiscal year for EBSCO Information Services products.  
• Qualify customer’s needs, have quotes and pricing prepared, and coordinate with the Account Executive to set up trials when appropriate. 
• Travel: (60%); including attendance of conferences and sales meetings as deemed necessary by Sales Management. 
• Achieve an expert level of knowledge of EBSCO Information Services products and competition. 
• Provide input from the market for product development and marketing purposes. 
• Develop sales strategies and a territory plan to help you achieve overall sales of EBSCO Information Services products. 
• Average a minimum of 25 face-to-face visits per month with prospects and/or customers. 
• Schedule an office day each Friday and maintain administration tasks. 


Role-Based Competencies

• Ability to make first time (cold) calls, manage customer accounts, understand content and functionality as well as the understanding of SAS services as they pertain to information delivery. 
• Exhibits passion and excitement over work. Has a can-do attitude. 
• Understands the basics of consultative solution selling and the importance of listening and 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
• Two (2) years of true sales experience, previous experience selling into corporate and government customers is preferred. Retail does not qualify. 
• Ability and willingness to travel 60% depending on need and time of year. 
• Applicants must currently live in the territory


Preferred Qualifications

•Experience selling corporate R&D, learning, training, and leadership development products.

• Experience working with corporate and state government clients. Knowledge of Microsoft Office suite: Power Point, Excel, Word, Outlook. 
• Knowledge of CRM systems and WEBEX technology. 
• Strong understanding of computers and research. 
• Strong organizational skills. 
• Travel experience in current position preferred, demonstrated by ability to prioritize and territory management. 
• Cold calling experience. 
• Must have proven communication, follow-up, and sales skills. 
• Must demonstrate strong initiative. 
• Ability to operate a company vehicle, subject to motor vehicle background check. 
• Must have a valid driver’s license and solid driving record. 


Cultural Competencies

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

EBSCO Industries, 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: Los Angeles

Job Segment: Sales Management, Outside Sales, Developer, Field Sales, Sales, Technology