Regional Sales Manager, K12 & Public Libraries - DC, DE, KY, PA, NJ, VA, and WV
Required skills
- outside sales
- CRM
- Office software
- calendar management
- sales activities
- sales pipeline
- forecasting
- travel 50-70%
Nice to have
- K-12 schools
- public library markets
- SaaS
- research databases
- comparison selling
- team selling
Role summary
EBSCO Information Services is seeking a Regional Sales Manager for the K-12 and Public Libraries market, covering DC, DE, KY, PA, NJ, VA, and WV. The role involves retaining existing revenue and generating new business by visiting schools and libraries, building relationships, and meeting sales quotas. Responsibilities include travel (50%+), maintaining sales activities, preparing quotes, coordinating trials, and developing expert product knowledge. The position requires 5+ years of outside sales experience, strong organizational and CRM skills, and the ability to travel extensively. Previous experience in the target markets and with SaaS products is preferred.
Your Opportunity
As a Regional Sales Manager, your primary responsibilities are to visit public libraries and K-12 schools, build strong business relationships and generate new business, while retaining existing business. The territory includes DC, DE, KY, PA, NJ, VA, and WV.
What You'll Do
- Retention of existing revenue and development of new opportunities to achieve an established sales growth and renewal quota each fiscal year.
- Meet or exceed your target for in-person visits with potential customers (40 per month) and provide balanced sales coverage of accounts in the territory.
- Collaborate with the Director of Sales, Account Executive, and product specialists to achieve sales goals.
- Travel (50% or more); including attendance at conferences and sales meetings as deemed necessary by Sales Management.
- Achieve an expert level of knowledge of EBSCO Information Services products and competitive products.
- Ability to provide professional level presentation skills with a combination of powerpoint slides and live demonstrations.
- Qualify potential customers' needs, have quotes and pricing prepared, and coordinate with the Account Executive to set up trials when appropriate.
- Maintain your sales activities tasks and sales pipeline daily for accurate follow-up and forecasting.
Your Team
You will be welcomed as a member of the Public Library/K-12 Sales team, about 50 people, and members of the Sales and Marketing teams. Our team enjoys the flexibility and greater work life balance working remotely offers. There will be ample resources, tools, training, and support to ensure your success as a Regional Sales Manager and your development and career growth at EIS.
About You
- 5+ years of true outside sales experience.
- Strong organizational skills, calendar management and experience with Office software and CRM account management tools.
- Applicants must live within the territory and preferably in Eastern PA (Philly area), New Jersey, Baltimore, MD, or Richmond, VA area.
- Previous travel experience and the ability to travel 50-70% of the time is required.
What sets you apart
- Previous experience selling into the K-12 schools and public library markets is preferred.
- Ability to work in a fast-paced sales environment that requires constant learning and adapting
- Confidence to do side-by-side comparison selling of research databases
- Technical selling experience with SaaS (Software as a Service) products
- Strong organizational skills with the ability to prioritize and collaborate with colleagues in a team selling approach
