Regional Sales Manager, Malaysia

5 months ago

Kuala Lumpur, Malaysia 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**

EBSCO Information Services Field Sales group is currently seeking a Regional Sales Manager for a territory that includes Malaysia and Singapore. This outside sales position includes selling to all market segment libraries. Applicants must currently live in the territory - preferably in the Kuala Lumpur area.

The Regional Sales Manager’s general responsibility will be to solicit prospective customers and present EBSCO Information Services resources to libraries within the territory.

**Primary Responsibilities**
- Provide balanced sales coverage of accounts in your territory.
- Work in conjunction with the Director of Sales and Account Executive to achieve sales goals.
- Achieve an established new sales quota each fiscal year for EBSCO Information Services products.
- Qualify customer’s needs, have quotes and pricing prepared, and coordinate with the Account
- Executive to set up trials when appropriate.
- Travel: (50%); including attendance of conferences and sales meetings as deemed necessary by Sales Management.
- Achieve an expert level of knowledge of EBSCO Information Services products and competition.
- Provide input from the market for product development and marketing purposes.
- Develop sales strategies and a territory plan to help you achieve overall sales of EBSCO Information Services products.
- Average a minimum of 40 face-to-face visits per month with prospects and/or customers.
- Schedule an office day each Friday and maintain administration tasks.

**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 situation.
- Presents products, services or ideas in a manner that clearly shows how they would meet customer needs and provide benefits.
- Demonstrates tenacity and willingness to go the distance to achieve sales goal.
- Ability to create rapport with customers.
- Applies critical thinking and structured problem solving to address difficult selling opportunities
- Learns quickly. Demonstrates ability to quickly and proficiently understand and absorb new information.

**Required Qualifications**
- Native speaker for Bahasa Malaysia
- Fluent in both spoken and written English.
- Four (4) years of B2B field sales experience selling direct to government or corporate organizations.
- Ability and willingness to travel 50% depending on need and time of year.
- Applicants must currently live in the territory - preferably Kuala Lumpur area.
- Must have proven communication, follow-up, and sales skills.
- Must demonstrate strong initiative.
- Must have a valid driver’s license and solid driving record.

**Preferred Qualifications**
- Bachelor's Degree, preferably library related.
- Understanding of software and research solutions.
- Previous experience selling direct in the library and research industry.
- Familiarity with updating and managing Sales funnel via CRM platforms, demonstrated by ability to prioritize and perform territory management in line with FY projections.
- Travel and remote working experience in current/previous roles, demonstrated by familiarity with online meeting platforms, ability to organize schedules and facilitate conversations remotely.
- Cold calling experience.

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