Overview

This is a home-office based role with an Inside sales focus and some occasional in-person visits.

The purpose is to increase our US customer base and revenue in North American libraries. Proactively identify sales opportunities and contact prospective customers, demonstrating effective consultative selling skills to follow up marketing efforts. Support end-users and faculty experts with advanced product knowledge. Support the field sales team with customer follow-up and campaigns with existing customers.

Essential Job Functions & Responsibilities

New Business Opportunities
  • Research new and existing markets to identify prospective customers
  • Conduct effective cold-call and email campaigns to introduce our products to both new and existing customers
  • Secure new customer accounts and close digital sales within the US
  • Contact new and existing customers to arrange meetings/demonstrations

Business Development

  • Increase revenue and customer base by meeting or exceeding monthly, quarterly and annual targets set by the Executive Director of North American Sales
  • Prepare and deliver appropriate customer demonstrations and PowerPoint presentations
  • Maintain advanced product knowledge and keep informed about current industry trends
  • Work collaboratively with colleagues on consortial offers, nationwide opportunities and other long-term sales work
  • Conduct regular territory planning, forecasting and effective management of opportunities with the rest of the US sales team

After Sales/Team Support
  • Ensure new contacts are added onto the CRM database
  • Update entries on the CRM system and work with Sales/Customer Support Assistants to ensure CRM information is accurate
  • Work with District Sales Manager, North America and Sales/Customer Support Assistants to resolve any client issues that arise

Additional duties include:

  • Participate in industry conferences and team meetings
  • Provide Sales coverage where appropriate to ensure opportunities are monitored and closed in a timely manner

Qualifications & Education

  • Relevant experience in business development of related products combined with effective consultative selling skills
  • Ability to provide product-related support to customers and end users
  • Experience of supporting field sales teams with customer follow up and campaigns with existing customers
  • Strong stakeholder management skills
  • Ability to work towards and deliver commercial targets
  • Previous knowledge of the publishing sector or related field would be advantageous
  • Demonstrated success performing in a team-based setting
  • Previous experience working remotely a plus
  • Humanities background is strongly preferred
  • Excellent communication skills: verbal and written proficiency are central to the success of this role


5 days ago - source