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For your reference, we have included the original job posting below.
Account Executive, ebrary sales - Southeast
Job Number:
43661811
Company Name:
ProQuest
Job Location:
Memphis, TN US
Job Category:
Sales & Sales Management
Salary:
Yes (amount not posted)
Minimum Education:
4-Year College Degree
Account Executive, ebrary sales - Southeast
Job Profile - Account Executive, Ebrary Sales Summary: To work with regional sales team to maximize revenue, both subscription and perpetual, of Ebrary products throughout region through:
*Direct customer presentation and interaction *Provide information and training to generalist Account Execs *Identify and track in SFDC main customer opportunity *Liaise with sales agents if applicable for territory
Key Areas of Responsibility Main Tasks and Objectives 1. Sales: Maximize sales opportunity or Ebrary products throughout region.
*Develop and maintain strategic sales plan for Ebrary products with RSD *Present Ebraryvalue to targeted major customers and consortia with Account Exec *Prepare Ebrary proposals with Account Exec *Support regional sales team with pricing; technical Ebrary; general book industry information as required *Track and ensure correct order processing *Track renewals *Enter all relevant directly generated sales information into Salesforce *Tracking PDA funds for PDA customers and follow up with low fund customers
2. Training: Internal training and awareness for regional sales team
*Train regional sales team in presentation of value story *Introduce and train regional sales team on sales tools and useful Ebrary information sources *Train regional sales team on new features of Ebrary platform
3. Market Opportunity: Identify and track major customer opportunities in region
*Identify main customeropportunity in region and track these targeted opportunities; feedback to team *Reporton regional progress at regional meetings using Salesforce reports
4. Agents: Manage agent activity to maximize opportunity for Ebrary revenue and avoid overlap and conflict with direct sales team
*Work with approved sales agents in region to ensure all sales activities of agent and regional sales team are aligned *Work with agent to drive title-by-title sales
5. Communication: Report on market intelligence proactively and as requested
*Gather market feedback, especially with regard to competitive situation, on features and services that are requested by customers *Feedback to marketing team on marketing campaigns, collateral and value presentations *Other feedback as requested and required
6. Organization: Ensure efficient scheduling and use of time
*Organize travel schedule in time-efficient and cost-efficient manner and within budget *Focus on opportunities that maximize potential revenue return *Follow through on commitments in a timely way
Main Attributes: Sales focus: demonstrate ability to successfully build long term customer relationships and close sales in an enterprise environment; knowledge of sales in academic information industry ideal
Analytical skills: ability to process large amounts of information and discern patterns in order to identify customer and sales opportunity
Communication: ability to actively listen; direct conversation; answer objections and make points effectively based on active listening
Organization: Demonstrate ability to juggle competing priorities effectively
Qualifications:
*Experienced Sales Professional with several years experience. *Bi-lingual English & Portuguese and/or Spanish *Some industry knowledge *Successful sales negotiation skills at every level within client organizations. *Bachelor's Degree required
************************************************************************************* Interested and qualified applicants MUST apply directly using the following link:
*Your application will not be received if you do not apply through the above link or our website.
Or through the Careers search feature of the ProQuest website:
