Account Executive, Vietnam

6 months ago

Hanoi, Vietnam EBSCO Information Services Full time

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.

**Mission**

The Account Executive’s (AE) primary duty is the management of EBSCO’s customers. The AE is directly responsible for servicing all existing business relationships, securing the renewal of all existing subscriptions as well as selling upgrades and additional products. The Account Executive is also responsible for generating new sales of EBSCO products and implementing and directing a growth plan for their territories in Vietnam all markets: Academic, Medical, Public and Private libraries.

Applicants must currently live in the territory.

**Primary Responsibilities**
- Actively consult with our library partners to ensure their patron needs are being met through the acquisition of online reference databases
- Direct sale of EBSCO Information products to assigned accounts. Sales may be achieved by individual effort, or in conjunction with assigned Field Sales Representatives (FSR)
- Deal with customers on a very individualized basis, using own judgment and discretion to decide best course of action for every situation
- Participate in the training of customers on EBSCOhost and EBSCOadmin through online demos
- Achieve sales quota(s) for given fiscal year as determined and announced by Sales Management
- Actively participate in forming and implementing marketing strategies for own territory
- Create new, and modify existing, legal offers and contracts with customers
- Participate in the pricing and planning of official offers: an understanding of the pricing system and the ability to customize it on a per case basis is essential
- Actively work with Marketing Department to design marketing materials
- Coordinate and formulate a plan of action for non-RSA territory coverage with EBSCO Subscription Services Field Representatives
- Coordinate with Regional Offices, Regional Sales Managers (RSM) and Sales Manager
- All functions that are designed and/or required to achieve sales quota(s) including the following: prepare quotes, forward literature, administrative data entry, set up trials
- Actively deal with publishers as needed, usually with regards to pricing issues
- Respond to ALL leads forwarded from the marketing department, within (5) business days
- Enter orders and act as a liaison for billing, accounts payable between OE, ESS and customer
- Actively deal with the updating of subscription information, correcting errors including those dealing with renewal rates, contact info and account designations and offer informative suggestions on systems and operations enhancements
- Troubleshoot customer issues, respond to technical questions from customers, assist Technical Support Department with follow-up
- Forward appropriate questions, problems, issues to Technical support and notify sales management of any outstanding issues
- Actively deal with all aspects of account set up and maintenance: create new user ids and passwords, create new profiles and user groups, add branding to accounts, IP authenticate accounts, customize trials create URLs and set up statistical reports
- Responsible for the adjustment of subscriptions, either to extend or stop service of the product for various reasons: must create plan for each case and establish reasons for actions taken
- Travel: conference attendance and field visits to customer locations based on need
- Using advanced knowledge, experience and skills to provide training and guidance for FSR’s and/or other Account Executives as requested by Sales Management
- Achieve an expert level of EBSCO product knowledge and a working knowledge of the competition
- Complete all assignments requested by Sales Management
- Cover open sales territories as well as own under certain situations

**Role-Based Competencies**
- Ability to make first time (cold) calls, manage customer accounts, understand content and functionality as well as the understanding of on-line services as they pertain to information delivery.
- Exhibits passion and excitement over work. Has a can-do attitude.
- Understands the basics of consultative selling and the importance of asking questions in any selling sit

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