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Director of Sales - Academic

Date: May 23, 2019

Location: Melbourne, VIC, AU, 3000

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.


Role Purpose:

  1. The role is responsible for the profitable achievement of sales objectives within Australia, New Zealand and Pacific Islands in the academic, government, TAFE, public & private school and public libraries within the territory.
  2. Growth: Responsible for driving business growth and profitable achievement of sales objectives. Responsible for their sales team’s sales productivity and directs their effort in order to have the greatest overall impact on company results.
  3. Renew: As EBSCO’s products are sold on a subscription basis, frequently for a 12-month period, the development and support of lasting relationships and achieving 99% retention of customers is expected by the Director and all of the team.
  4. Responsible for managing all aspects of running an efficient sales team including recruitment, on-boarding, training, supervision, coaching, motivating and disciplining the team.



Primary Responsibilities


  • Develops in-conjunction with the other Director’s of Sales and VP Sales Oceania the sales objectives aligned with the overall business plan for Oceania DDE sales.
  • In conjunction with the team develops and executes sales activities to achieve the sales objectives.
  • Leads and cultivates strong c-suite customer relationships across all markets to secure the vendor of choice position.
  • Conducts presentations at key accounts and frequently travels with sales team members to assist and develop them.
  • Lead Most Valued Accounts (MVA) through the sales/renewal stages and secure sales results.
  • Prioritises coaching and performance management efforts to have the greatest overall impact on business results.
  • Works with the VP Sales Oceania to ensure that market-level strategies and business objectives are met by the sales team.
  • Coordinates the activities of the sales team, sales support personnel and customer service so that team performance objectives and customer’s expectations are met.
  • Proactively inspects sales activity and effort of sales team members managed, ensuring the quality and quantity of sales efforts meets company expectations.
  • Proactively manage and grow pipeline opportunities via maximising CRM systems.
  • Positively impacts the performance of individual sales team members by implementing and managing field support tools, including training programs, productivity initiatives, account and territory planning methodologies and customer communication tools.
  • Improves individual’s capabilities through coaching, mentoring, learning development and training.
  • Identify and implement industry best practices, strategies and processes to support a best-in-class service experience.
  • Manages/implements budgetary goals and strategies, measures and evaluates results.
  • Provides guidance to and direction to all subordinates with a view toward their personal and professional development.
  • Develops and maintains, through communications and delegation of authority, an atmosphere that encourages creativity and motivates personnel to assume greater responsibility.
  • Develops and maintains sound employee relations and participates in the implementation and administration of personnel policies and procedures.
  • Completes special projects or assignments as assigned.



Job Specific Competencies (Experience and Knowledge) This section contains the level of competence required to carry out this role.




  • Bachelor’s degree in business or sales & marketing, operations management, communication, or other related field


  • Demonstrable experience in leading the implementation of sales strategies that improve and consolidate business position


  • 7+ years of experience in sales in comparable industries with 4 years in senior management


  • Ability to plan and manage at both strategic and operational levels


  • Outstanding consultative selling abilities


  • Proven sales growth achievements in previous roles


  • Strong system and process re-engineering experience


  • Leader with demonstrated decision-making and team building skills


  • Excellent interpersonal skills with a focus on teamwork and collaboration


  • Results driven


  • Strong organizational and time management skills


  • Ability to work with a wide range of technologies


  • Ability to travel 50% of time when required




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