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 their assigned markets.

 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 Regional Sales Manager (RSM)
 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
 Active in direct selling situations through telephone and email
 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 with Regional Offices, Regional Sales Managers (RSM) and Director of Sales
 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
 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, 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 RSM
and/or other Account Executives as requested by Sales Management
 Achieve an expert level of EBSCO Publishing product knowledge and a working knowledge of the
competition
 Complete all assignments requested by Sales Management
 Cover open sales territories

 Proficiency in Bahasa Indonesia is preferred.
 Fluent in both spoken and written English.
 Applicants must currently live in the territory – preferably Jakarta
 Must have college degree or substantial relevant work experience in field
 1-2 years’ experience with Word, Excel and PowerPoint
 2+ years’ experience making cold calls via telephone

Preferred Qualifications:
 2-5 years (preferred) experience selling in the field or by telephone. Retail experience does not
apply.
 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.
 Job requires advanced knowledge, which allows ISR to analyze, interpret and make deductions
from varying facts or circumstances
 Due to the Account Executive’s ability to commit EBSCO to various financial agreements, affect
policy changes and formulate and make operations decisions involving the company the AE
must be able to think independently and make decisions based on the comparison and
evaluation of relevant information: exercising discretion and independent judgment are
essential.
 Time management skills are a must. The successful candidate must be able to prioritize multiple
tasks. Excellent verbal and written communication skills are required. The ability to work
independently, as well as in a team environment, is critical.