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Account Executive

Date:  Sep 2, 2021
Location: 

Melbourne, VIC, AU, 3000

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 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.

Role Purpose

The Account Executive is directly responsible for servicing all existing business relationships, creating relationships with existing customers that foster the renewal of all existing subscriptions as well as offering opportunities to upgrade and/or select additional products. Through a combination of out-bound and in-bound calls, emails and video conferences the Account Executive is responsible for maintaining present sales from existing customers. Ensures a 95% retention of renewals are achieved from customers. The Account Executive works in close co-operation with a Regional Sales Manager as a team, who is primarily involved in field visits, to meet all new sales objectives. It is expected that the Account Executive will proactively contribute to the success of this RSM/AE team. The Account Executive is responsible for maintaining systems that record customer information.

 

Primary Responsibilities

  • The Account Executive is responsible for maintaining the CRM NetSuite system (recording all customer information and customer activities)
  • Actively consult with existing customers; this will include IT Manager, Human Resources, Learning and Development and Corporate management personnel regarding their needs being met through the provision of our online reference databases and our SaaS products.
  • Create robust relationships with customers through the provision of individual service to meet the customer’s needs.
  • Actions all customer queries within 2 business days of receipt.
  • Provide information and support to customers and if requiring expertise of another area makes this introduction.
  • Complete 5 customer activities each day.
  • Contact all renewals at least 150 days prior to expiration date.
  • Record all activity with customers in NETCRM within 24 hours.
  • Maintain renewal pipeline at a level to project revenue.
  • Achieve annual budget target in collaboration with RSM.
  • Attend and contribute to AE fortnightly meetings and on-going training sessions.
  • Participate in the pricing and planning of official offers.
  • Set up and follow up on trials of EBSCO databases and SaaS products.
  • Strategically engage management and/or cross-functional teams to assist in maintaining and winning of business.
  • Actively work with Marketing regarding planned marketing activities and events.
  • Partner with the Regional Sales Manager to provide accurate information regarding the customer’s use of EBSCO products, plans for renewal, and support new business strategies
  • Prepare quotes, forward literature, undertake data entry to the CRM to ensure it is always up to date for customers.
  • Troubleshoot customer issues and provide the level of support required to customers.
  • Achieve an expert level of product knowledge
  • Other tasks as assigned by the Director of Inside Sales

 

 

Essential Experience

  • 1 year + in a B2B Sales environment
  • Experience in environments with customer facing/and multi-site service and /or operations functions
  • Excellent interpersonal skills with a focus on teamwork
  • Strong organizational and time management skills
  • Well-developed written communication skills
  • Ability to work with a wide range of technologies and strong computer literacy
  • Ability to travel, if and as required

 

Desirable Experience

  • Bachelor’s degree in a relevant discipline is desirable.

 

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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