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Regionals Sales Manager-Academic-Sydney Based

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Date: Jan 8, 2018

Location: Melbourne, ACT, AU, 03000

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.

Our business is continuing to grow and following the internal advancement of two of our Sales Team members we require two Regional Sales Manager for the Academic market. You will join the EBSCO Team and manage selling EBSCO databases, SaaS, eBooks, research products, a suite of e-resource management tools, and related services to clients in one of two roles.

  • Sydney based covering the territories NSW & ACT
  • Melbourne based covering VIC, TAS & SA.


In this role, you will be responsible for managing and expanding our Academic accounts in these states & territories with a 60:40 split of renewing existing business and new growth business, you will work in-conjunction with an Account Executive.

It will be your sales experience and professionalism that assists you to develop strong relationships with existing customers and ensure a 99% subscription renewal rate. You will also develop, implement an effective sales plan to meet and exceed sales targets for existing and new business as well as maximise customer loyalty and retention.


You will be responsible for:

  • Achieving half yearly new sales & renewals targets
  • Managing existing market accounts in the territory
  • Developing 12-month strategic sales plans and executing quarterly tactical S&M campaigns
  • Developing new business through all facets of lead generation
  • Meeting & exceeding KPI’s as set by the Director of Sales – Academic
  • Maintaining accurate data in the Customer Relationship Management system
  • Communicate sales activities and competitive positioning through frequent sales reporting
  • Leading business engagement through solution selling and supported by analytics.

 The role requires applicants to be prepared for 50% of their time to be “on the road.”


Employee policies and benefits vary by location.


To be successful in this role you will have:

  • Exceptional consultative selling skills to establish rapport with clients at all levels
  • The ability to make long lasting effective relationships with all stakeholders is essential
    • Proven sales experience in successfully managing existing accounts in a professional and objective manner
    • Clear sales achievements in new business development – researching, identifying and converting new opportunities.
    • Demonstrated leadership experience in a sales team environment
    • Advanced sales presentation skills, being able to clearly and persuasively communicate with an audience of any size
    • Be proactive, highly driven and creative as well as having the ability to establish best-practice
    • Have excellent oral and written communication skills, displaying confidence in all interactions at all levels
    • Professional grooming and presentation
    • Sales experience in the information services, e-resources and technology industry is highly desirable
    • Valid Australian Drivers Licence


You will be able to demonstrate how you will apply this knowledge in your new role and drive results. You will be mature and seeking a role that you can be challenged by and make your own. Training for the role will be provided in Australia and the United States.

The remuneration is a package including base salary, incentive, superannuation and maintained company vehicle.


EBSCO Information Services is a company headquartered in the United States and the personal information collected on its websites may be sent to, stored or processed in the United States, or to any other country in which EBSCO Information Services or its affiliates, subsidiaries or agents maintain facilities. While EBSCO Information Services is committed to providing your voluntarily disclosed employment application information with a reasonable level of privacy protection, you should know that the general level of protection for personal information in the United States may not be the same as that provided in other countries. By using the EBSCO Information Services website and/or providing EBSCO Information Services with personal identifiable information, you fully understand and unambiguously consent to the transfer and the collection and processing of such information in the United States.

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