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Regional Sales Manager - KY, PA, VA, WV

Date: Mar 29, 2019

Location: Richmond, VA, US, 23173

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.

Subscription Services: The Regional Sales Manager is responsible for the sale of EBSCO subscription services to librarians in the academic and large public library market. 

You are selling EBSCO’s ability to provide effective management services including streamlining workflows, increasing usage of content and optimizing journal collection development services. The Regional Sales Manager is responsible for the direct sale of EBSCO services for managing publisher journal content to libraries to any/all other viable accounts in the territory and markets assigned. This includes journal content in electronic and print format purchased on a title-by-title basis or as a packaged collection. You are also selling EBSCO’s digital format of magazines (Flipster). 

The sales specialist will work closely with others in the organization, principally Journal Subscriptions Customer Services Department and Account Services Managers to maximize customer loyalty and retention.

GOBI: You will be selling all GOBI products and services for print and electronic books to libraries in the territory and markets assigned. This includes the streamlining of monograph acquisitions, collection development and technical services workflows In addition, the Regional Sales Manager will work with partners and others to facilitate GOBI sales as such entities are agreed upon by management. The Sales Specialist will work closely with others in the organization, principally ‘Collection Development Managers’, Inside Sales and Customer Service representatives to maximize GOBI use, expenditure, customer retention and loyalty.

EBSCO eBooks: Responsible for selling and meeting sales goals for EBSCO eBooks.  Must be able to demonstrate the EBSCO eBooks platform to customers/prospects and be able to position EBSCO eBooks within a library’s acquisition workflow.

 

Primary Responsibilities:

  • Personally visit all accounts in the assigned territory and markets to sell GOBI, SSD and EBSCO eBooks. A quota for visit minimums, which may be weekly, monthly or yearly, will be established for each EBSCO fiscal year.
  • Focus on both retention of existing business and new business--uncover opportunities.
  • 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, individual, account.
  • Work with EBSCO Sales Management to define and establish sales projections for GOBI and Subscription Services in the assigned territory and markets. These projections will be based on fiscal year total and, possibly, other periods of time as deemed appropriate.
  • Attend designated conferences, meetings, trade shows or other events as assigned or needed to perpetuate sales.
  • Serve as a visible spokesperson and expert for GOBI, SSD and EBSCO eBooks.
  • Identify, and report, Strengths, Weaknesses, Threats and Opportunities (SWOT) to the sale and success of GOBI, SSD and EBSCO eBooks
  • Identify, and report, issues and all other information that positions EBSCO to grow the sale of GOBI, SSD and EBSCO eBook business.
  • Help develop specific sales plans and strategies to succeed.
  • Work closely with EBSCO management to effectively price GOBI and SSD services.

 

Requirements:

  • Bachelor degree from an accredited 4 year institution.
  • Must be able to travel up to 50%
  • Must be fluent in verbal and written English.
  • 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 which include: Email communications, Microsoft Word, Microsoft Teams, Microsoft Excel, Microsoft PowerPoint and SharePoint.
  • Competency in the use of the internet with the associated ability to effectually demonstrate EBSCO eBooks, GOBI, SSD products and services.
  • Must reside in the assigned territory.
  • Possession of a valid driver’s license for the assigned territory.
  • Possession of a valid passport if international travel is required.
  • Track record of achieving or surpassing 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 50%.
  • 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.
  • Must be highly self-motivated with the proven ability to work independently

 

Preferred Qualifications:

  • 3+ years of  direct sales experience and a background in the library or information sector along with experience in the assigned territory a huge PLUS+.

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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