Regional Sales Manager (DDE & SSD) based in Kenya for East and Central Africa at 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 Mission:
To develop and manage sales and retention activity in Central and East Africa and market area.

To ensure coverage by deploying an effective visit and follow-up strategy that enhances customers’ and prospects’ experience of EBSCO to exceed their expectations

Regional Sales

Achieve defined sales targets as outlined in the Sales Plan

Visit customers on average 80% of the working week

Work to achieve quotas and ad hoc targets as established from time to time

Build and maintain a high standard of rapport with potential & existing customers through personal visits (250 per annum)

Manage key sales, contract & account retention relationships

Actively seek new business

Become an expert in the key product portfolio

Pro-actively liaise with colleagues to maintain highest levels of service and customer satisfaction

Attend local / national conferences or exhibitions and make presentations to large audiences

Produce accurate call reports including Action within 24 hours of contact

Prepare written proposals and quotes for customers

Ensure that all prospects are visited at a frequency appropriate to their status

Liaise with Internal Account Executive regarding appointment making

Liaise with Internal Account Executive / Sales Support regarding renewals

Anticipate and recognise market needs and take action as appropriate

Provide reports on all areas of activity as required using NetCRM

Enhance customers’ and prospects awareness of EBSCO services

Maintain knowledge of and report back on market trends, competitors and issues

Be willing to work unsocial hours, subject to reasonable work/life balance being maintained

Alert line manager, in the first instance, to conditions within the company that lead to customer dissatisfaction and recommend a solution to the problem

Alert line manager, in the first instance, to known issues with particular customers that may result in escalation and recommend course of action

Be instrumental in developing team strategy to deal with known service issues

Alert team to emerging customer technical issues

Research and initiate improvements to our service culture

Ensure that all administration associated with the role is completed in a timely manner

Personal Development

Actively involved in setting personal objectives and strive for 100% achievement

Attend all recommended and appropriate training sessions

Use available tools to measure personal productivity

Take personal responsibility for own role in achieving department and organisational strategic objectives

Identify areas for development and work proactively with your line manager to improve them

All staff are expected to:
Understand and apply EBSCO’s 8 core values – People, Customer First, Sales, Growth, Profitability, Engineering, Creativity, Thrift

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