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.
The primary purpose of this role is to maximise the success of the Biomedical and Corporate Regional Sales Managers in selling EBSCO Information Services (EIS) Reference Databases, Point of Care tools, Search/Discovery products eBooks and Learning & Development Resources to existing and new customers across Australia and New Zealand.
Through a combination of competent team leadership, team support, management, and direct sales activities, the Director of Sales Biomedical & Corporate Institutions will be responsible for meeting revenue targets and growing sales of EBSCO’s products and services.
The Director in-conjunction with the sales management team will develop the strategic sales plan for Biomedical & Corporate markets. They will ensure the successful implementation of the plans across the nominated markets and territories, adjusting these plans as is necessary to respond to market forces and achieve the desired sales outcomes.
Teams must be guided, encouraged and managed to ensure the sales pipeline is actively developed and maintained. This will include proactively progressing opportunities and addressing the learning obtained from lost business.
Through learning via various means the Director of Sales – Biomedical & Corporate will ensure they achieve an expert level of knowledge of EBSCO’s products. This will also include developing and maintaining an excellent knowledge of EBSCO’s competitors and their activities in the market.
To work with Regional Sales Managers to develop their skills, support their sales activities and provide direction and professional development. This will require the Director to accompany each Regional Sales Manager on 50% of client visits during each quarter and a minimum of 250 customer visits per financial year, for the purpose of presentations, consultative selling meetings and taking the lead in targeted accounts to meet business objectives.
Participate with the management team in the review and generation of ideas and feedback regarding marketing activities and events.
As required will provide feedback to the VP Sales regarding team and individual performance. Will ensure that teams and individuals are recognised for outstanding performance.
Creates a supportive and harmonious relationship with all Directors and Regional Sales Managers to ensure customers renew at the end of their subscription period. EBSCO’s expectation is that 99% of existing customers will renew and it is the Director of Sales – Biomedical and Corporate Institutions role to have the teams meet this expectation. The Director will work closely with peer Directors to contribute and take a leading role towards EBSCO’s unified sales and account management strategy.
Achieve assigned new business, renewal and growth targets for each fiscal year. The Director will lead the pipeline management of opportunities to ensure new business opportunities are achieved to meet and exceed sales targets whilst reporting sales and forecasts to the VP of Sales.
Travel is required to move within the region as required to meet key customers and to accompany Regional Sales Managers on their visits to customers to provide development and support. It is estimated that this travel may be up to 50% of the time. Travel will also be required for training conducted in the United Sates and also for yearly sales meetings held overseas (where applicable).
Your experience will include a strong background in sales in the Medical and Corporate environment ideally in a Sales team leadership role having regular contact with key purchase decision makers within Hospitals, health organisations and corporate environments.
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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About this company
EBSCO Way is the philosophy we grow by. In addition to ten operating principles, these are the characteristics we value in our people and teams. We strive to fill our businesses with teams of motivated, positive people, unified by a shared set of principles and practices, focused on common objectives. We know from experience that environments like that create success and endless possibilities. We strive for a culture of entrepreneurship. We seek new ideas and encourage innovation. Successful team members are entrepreneurial by nature.
Location/Region: Melbourne, FL (US)