Account Executive
6 months ago
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 Account Executive’s primary responsibility is the management of EBSCO’s customers across all markets (Academic, Corporate, Government, Public and Health)
- The Account Executive is directly responsible for servicing all existing business relationships, creating relationships with existing customers that foster the renewal of all existing subscriptions as well as offering opportunities to upgrade and/or select additional products.
- Creating product order forms/process orders and managing the “life cycle “ of each renewal
- Ensures a 95% retention of renewals are achieved from customers.
- The Account Executive works in close co-operation with a Regional Sales Manager as a team, who is primarily involved in field visits, to meet all new sales objectives. It is expected that the Account Executive will proactively contribute to the success of this RSM/AE team.
- The Account Executive is responsible for maintaining systems that record customer information.
**Primary Responsibilities**
- The Account Executive is responsible for maintaining the CRM NetSuite system (recording all customer information and customer activities they participate in)
- Actively consult with existing customers; this will include Librarians, Procurement, IT Manager, and Management personnel regarding their needs being met through the provision of our online reference databases and our SaaS products.
- Create robust relationships with customers through the provision of individual service to meet the customer’s needs.
- Actions all customer queries within 2 business days of receipt.
- Provide information and support to customers and if requiring expertise of another area makes this introduction.
- Complete 20 activities each day.
- Contact all renewals at least 150 days prior to expiration date.
- Maintain renewal pipeline at a level to project revenue.
- Achieve annual budget target in collaboration with RSM.
- Attend and contribute to AE fortnightly meetings and on-going training sessions.
- Participate in the pricing and planning of official offers.
- Set up and follow up on trials of EBSCO databases and SaaS products.
- Strategically engage management and/or cross-functional teams to assist in maintaining and winning of business.
- Actively work with Marketing regarding planned marketing activities and events for both current customers and new prospects.
- Partner with the Regional Sales Manager to provide accurate information regarding the customer’s use of EBSCO products, plans for renewal, and support new business strategies
- Prepare quotes, forward literature, undertake data entry to the CRM to ensure it is always up to date for customers.
- Troubleshoot customer issues and provide the level of support required to customers.
- Achieve an expert level of product knowledge
- Other tasks as assigned by the Director of Inside Sales
**Essential Experience**
- 1 year + in a B2B Sales environment
- Experience in environments with customer facing/and multi-site service and /or operations functions
- Excellent interpersonal skills with a focus on teamwork
- Strong organizational and time management skills
- Well-developed written communication skills
- Ability to work with a wide range of technologies and strong computer literacy
- Ability to travel, if and as required
**Desirable Experience**
- Bachelor’s degree in a relevant discipline is desirable.
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