Business Manager - Sales & Business Development - North

Role & responsibilities:

Sales & Revenue Growth:

- Sell EBSCO's suite of information products and technology solutions to universities, business schools, medical institutions, and corporate, government and K-12 organisations within the assigned territory.

- Meet and exceed assigned sales quotas and revenue targets, driving both new business acquisition and renewal of existing accounts.

- Develop and execute territory and account plans, identifying growth opportunities across all markets.

- Build and manage a healthy sales pipeline, with disciplined follow-up on leads, proposals and negotiations.

- Engage with state-level consortia and large state and central government institutions to secure and expand business.

Client Engagement & Relationship Management:

- Build and sustain strong relationships with key stakeholders at all levels, including Vice Chancellors, Deans, Directors, Faculty, Librarians and Civil Servants.

- Adopt a consultative approach to understand customer needs, challenges and strategic priorities, and recommend appropriate solutions.

- Deliver effective product presentations, demonstrations and proposals to decision-makers and influencers.

- Ensure a high standard of customer experience throughout the customer lifecycle.

Cross-Functional Collaboration:

- Marketing: Work closely with the marketing team to develop and implement strategies tailored to the assigned territory.

- Technical: Collaborate with the technical team to ensure seamless product implementation and responsive customer support.

- Training: Partner with the training team to stay current on EBSCO's evolving product portfolio and to deliver effective client presentations.

- Cross-functional alignment: Foster strong relationships across teams to drive growth and deliver exceptional customer experiences.

Planning, Reporting & Administration:

- Plan and prepare thoroughly for client meetings, and manage multiple sales activities and follow-ups concurrently.

- Maintain accurate and timely records in CRM tools, including opportunities, activities and forecasts.

- Prepare internal reports, sales forecasts and territory updates as required by the Director of Sales.

- Travel extensively within the territory (at least 2 - 3 weeks per month) to meet customers and prospects in person.

Preferred candidate profile:

Qualifications & Experience:

- Degree or diploma, preferably in Business Management, from a reputed institute, with a good academic background and a flair for sales.

- Minimum of 8 years of experience in institutional selling, with substantial relevant field experience.

- Proven track record in direct sales, with a focus on the higher education sector, and a history of meeting and exceeding quotas.

- Experience of working with state-level consortia and large state and central government institutions.

Skills & Competencies:

- Communication: Excellent verbal and written communication and oratory skills, with a polished, professional presence.

- Stakeholder confidence: Comfortable engaging with senior academic and government leadership.

- Consultative selling: Ability to diagnose client needs and position solutions accordingly.

- Self-drive: Innovative, self-motivated and self-disciplined, with sound judgement in critical situations.

- Multi-tasking: Able to balance prospecting, follow-ups, meeting preparation, internal reporting and CRM updates.

- Collaboration: Willingness to work closely with marketing, training and technical support teams.

- Continuous learning: Commitment to ongoing product knowledge and professional development.

- Mobility: Enthusiasm for travel, with the ability to be in the field 2 - 3 weeks each month.

Language Proficiency:

Fluency in English and Hindi is essential, enabling effective communication with clients, stronger relationships and a good understanding of regional dynamics.

Perks and benefits:

Annual salary of INR 25 - 30 Lakh (approx. USD 26,000 - 31,000), depending on experience and competencies.

- Uncapped commission structure, rewarding performance without a ceiling on earnings.

- Other standard EBSCO benefits.