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Regional Sales Manager - NSW/ACT

Date:  May 13, 2022
Location: 

Sydney, NSW, AU, 2000

Onsite or Remote:  Remote
Company Name:  EBSCO Information Services

EBSCO International is the international operations group of EBSCO Information Services (EIS).  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, Massachusetts, USA, EIS employs more than 2,700 people worldwide. We are the leader in our field due to our cutting-edge technology, forward-thinking philosophy, and outstanding team.  EIS is a company that will motivate you, inspire you, and allow you to grow. Our mission is to transform lives by providing relevant and reliable information when, where, and how people need it. We are looking for bright and creative individuals whose unique differences will allow us to achieve this inclusive mission around the world.

 

 

Role Purpose:

  • The major purpose of this role is to successfully sell EBSCO Information Services’ (EIS) Reference Databases, eBooks, and SaaS products and services to customers and prospects in Academic, Public, TAFE and School libraries in NSW & ACT. The position will also play a role in promoting EBSCO’s involvement in the FOLIO open source initiative.
  • Through a combination of consultative on-site visits, onsite presentations, onsite customer training, out-bound and in-bound telephone contact, email communication, promotional mail-outs and conference attendance, the Regional Sales Manager will be responsible for meeting revenue targets and growing sales of EBSCO’s products and services.
  • The strategic sales planning and successful implementation of these plans across the nominated markets and territories will also be the responsibility of the Regional Sales Manager.
  • EIS reference databases (including eBook subscriptions), EBSCO eBook perpetual purchases and SaaS (including search/discovery products) are made available to libraries on an annual basis. Depending on product, these can be categorized into either subscription or perpetual models. A sales prospect must not only be sold the subscription but managed and provided with competent support to ensure they renew at the end of the 12-month period. It is EBSCO’s expectation that, through a combination of the actions outlined above, 99% of existing customers will renew.
  • The Regional Sales Manager works in close co-operation with an Inside Account Executive (AE), who is primarily office based, to meet all new sales and order renewal objectives.
  • This ‘written’ document is designed to be a work in progress and a guide for managing time to most effectively sell in the assigned territory. It will change and be revised as market conditions demand.

 

Primary Responsibilities

  • Meet sales growth and renewal targets as assigned by Director of Sales – Academic.
  • Make a minimum of 250 customer visits per financial year, for the purpose of presentations, consultative selling meetings, trainings etc. Some travel away from home (e.g. Canberra) will be required on a structured basis this is not expected to require day trips or more than one night away.
  • International travel may be required for team meetings however this would not be regular.
  • Use all contact with customers to persuasively and effectively sell EIS products and services.
  • Manage the strategic sales planning and successful implementation of these plans across markets/territories.
  • Maintain at all times the highest level of professional written and verbal communication both internally and with customers.
  • Maintain advanced sales presentation skills; being able to clearly and persuasively communicate with an audience of any size.
  • Work in collaboration and as a partner with the Account Executive.
  • To record customer/prospect contact information, maintain up-to-date pipeline opportunities, submit timely Call Reports and input correspondence in appropriate account management systems (NetCRM).
  • To maximize sales opportunities through accurate records and prompt customer/prospect follow-up.
  • Attend the office on a regular basis to participate in team planning sessions and training.
  • To provide customer feedback and market intelligence to Director and VP Sales Oceania -
  • Maintain a commitment to sales excellence and ongoing personal improvement. To ensure EBSCO is responding to customer needs and taking advantages of sales opportunities in the market.
  • Sales is competitive and constant improvement in all areas is critical for ongoing success.
  • Other duties as assigned by Director of Sales – Academic.

 

Requirements:

  • Bachelor’s degree in business or sales & marketing, operations management, communication, or other related field.
  • Demonstrable experience in the implementation of sales strategies that improve and consolidate business position.
  • Experience in environments with customer facing/and multi site service and /or operations functions
  • Ability to plan and manage at operational level.
  • Excellent interpersonal skills with a focus on teamwork
  • Strong organizational and time management skills
  • Strong written communication skills
  • Ability to work with a wide range of technologies and strong computer literacy
  • Ability to travel from home for a strategic sales plan as required           

 

All staff are expected to:

  • Understand and apply EBSCO’s shared unified culture principles:

Realize that Business Is a Long-Run Game

Invest in People and Cultivate Passion

Lead with Humility

Do What You Say You Will Do

Operate with a Defined Vision and a Bias for Action

Commit to Sustained Profit Growth

Focus on the Customer-and End User

Insist on Quality from the Start

Measure and Manage What Matters

Foster Continuous Improvement

 

  • Understand, apply and adhere to EBSCO’s Employee Handbook
  • Demonstrate personal values of integrity, respect, creativity, professionalism, harmony, initiative
  • Ensure own compliance with company policies in regard to housekeeping, IT, health and safety etc
  • Provide reporting on all areas of activity as required
  • Perform other reasonable duties as requested by the management team and work reasonable overtime as required

 

 

 


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