Business Manager IEEE Products and Services

EBSCO Information Services, Inc.; Kamrup Metropolitan; Híbrido; INR 900.000 - 1.500.000; Jornada completa

Descripción de la vacante

EBSCO Information Services, Inc. seeks a results-driven Business Manager for the Subscription Services Division to grow IEEE products and services across the Northeastern states of India and Bangladesh.

You will cultivate relationships with universities, libraries, and government bodies, driving subscriptions and opportunities through a consultative selling approach. You will develop account plans, coordinate with internal teams, and travel extensively to meet targets and strengthen market

Formación

• Requires B.Tech. and/or MBA or equivalent.
• 3+ years in sales, business development, account management, or solution selling in technology or scholarly information.
• Experience engaging with academic institutions, libraries, or government customers is a plus.
• Excellent communication, presentation, negotiation, and public-speaking skills.

Responsabilidades

• Build and maintain relationships with existing and prospective customers across academic institutions, universities, libraries, and government organizations in the assigned territory.
• Meet customers regularly in person and via video conferencing to ensure balanced sales coverage.
• Promote and sell IEEE products and services by understanding customer requirements and offering suitable solutions.
• Develop territory plans to retain, renew, and expand business; identify cross-sell opportunities.
• Travel extensively within the territory (up to 60%) and represent IEEE offerings to key stakeholders.

Conocimientos

Communication skills

Public speaking

Negotiation

Relationship management

Educación

B.Tech/MBA

Descripción del empleo

Basic Function

The Subscription Services Division (SSD) Business Manager will develop and grow IEEE products and services across academic and government markets in the assigned territory, which includes the Northeastern states of India and Bangladesh. The role will focus on maintaining and strengthening relationships with existing customers, identifying and converting new opportunities, and managing publisher product sales through a consultative sales approach. The successful candidate will understand the research, teaching, learning, professional development, and information needs of universities, engineering and technical institutions, research organizations, libraries, and relevant government departments and agencies.

II. Essential Functions

• Build and maintain strong relationships with existing customers and prospective customers across academic institutions, universities, engineering and technical colleges, research centers, libraries, and government organizations in the assigned territory.
• Meet customers regularly in person and via video conferencing, ensuring balanced, effective sales coverage across the North Eastern states of India and Bangladesh.
• Promote, position, and sell IEEE products and services by understanding customer requirements and recommending appropriate solutions for research, teaching, learning, innovation, and institutional priorities.
• Develop account plans and territory strategies to retain existing business, increase product adoption and usage, renew subscriptions, and identify opportunities for account expansion and cross-selling.
• Identify, qualify, develop, and close new business opportunities, including opportunities with institutions and government bodies that have not previously subscribed to IEEE products and services.
• Engage with institutional decision-makers and influencers, including senior management, faculty, researchers, librarians, procurement teams, and relevant government officials, to communicate the value and relevance of IEEE content and solutions.
• Plan and execute customer outreach, product demonstrations, training sessions, presentations, awareness programmes, and other demand-generation activities to improve product understanding, engagement, and usage.
• Develop a strong understanding of IEEE products and services and serve as a knowledgeable and credible representative of IEEE offerings in the territory.
• Work collaboratively with internal sales, marketing, customer support, and other relevant teams to address customer requirements, support renewals, resolve issues, and progress sales opportunities.
• Achieve assigned annual new-sales targets and other agreed sales, retention, account-development, and activity objectives.
• Meet the minimum customer-visit and sales-activity requirements established for each EBSCO fiscal year.
• Travel extensively within the assigned territory, including attendance at designated conferences, institutional meetings, academic events, and other activities as directed by Sales Management. Travel may be up to 60%.
• Maintain timely and accurate territory reporting, including sales call reports, competitor intelligence, account plans, sales pipeline, forecasts, renewal status, and expense reports, in accordance with reporting requirements.
• Monitor market developments, customer needs, procurement processes, competitive activity, and opportunities relevant to IEEE products and services, and share actionable insights with Sales Management.

III. Required Qualifications

• B.Tech. and/or MBA, or an equivalent relevant qualification.
• At least three years of experience in sales, business development, account management, or solution selling, preferably in technology, scholarly information, research content, academic publishing, or related services.
• Experience engaging with academic institutions, universities, research organizations, libraries, or government customers would be an advantage.
• Strong communication, presentation, negotiation, and public-speaking skills, with the ability to engage stakeholders at different organizational levels.
• Excellent relationship-building and consultative selling skills, with a demonstrated ability to identify opportunities, develop a sales pipeline, and achieve or exceed targets.
• Strong time-management, planning, organizational, analytical, and problem-solving skills; self-motivated and able to work independently in a geographically dispersed territory.
• Willingness and ability to travel frequently across the North Eastern states of India and Bangladesh, subject to applicable travel and business requirements.
• Must be based in Guwahati, Assam, and able to provide effective coverage of the assigned territory.
• Strong written and spoken English is required. Knowledge of Assamese, Bengali, or other relevant regional languages would be an advantage. Ability to communicate in Bengali would be particularly useful for customer engagement in Bangladesh and parts of the North East.
• Flexible, detail-oriented, creative, and comfortable working in a fast-paced, target-driven environment.

IV. Key Performance Expectations

• Achievement of annual new-sales quota and other assigned revenue objectives.
• Retention and growth of existing accounts, including renewals and account expansion.
• Develop a qualified pipeline and convert opportunities across academic and government markets.
• Consistent customer coverage, meetings, demonstrations, and other required sales activities.
• Improved customer engagement with and awareness of IEEE products and services.
• Timely, accurate reporting, forecasting, and territory planning.

V. Additional Role Considerations

The role requires a high degree of independence, territory ownership, and practical travel planning across a geographically diverse region. Business development in Bangladesh will follow applicable company policies, local requirements, and approved cross-border travel and business procedures.