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Books Sales Specialist, London & South Coast in London at ProQuest

Date Posted: 11/21/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    London
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    11/21/2018

Job Description

The Sales Specialist drives sales activity for assigned product line(s), delivering specialty product value proposition in collaboration with Account Managers and providing subject-matter expertise. This position is to cover London and the South Coast, so can be based in London or Ringwood.

Duties and Responsibilities:

  • Serves as the subject matter expert on specialty products, articulating the value proposition whether as a single product sale or as part of a larger portfolio.

  • Focuses on new business, uncovering opportunities, creating target lists, prospects, and participating in territory planning while engaging the Account Manager as appropriate.

  • Qualifies top opportunities based upon key initiatives and product roadmap driven from sales leadership for the product sales team; coordinates with Account Manager on plans to be incorporated into overall territory and specific account plans.

  • Leverages unique relationships with influencers and decision makers to support lead generation and sales activity.

  • Interfaces with business unit & Pre-Sales Engineer / RFP team to gain support and determine ability to pursue and support RFP.

  • Leads specialty product forecasting in collaboration with Specialty Product Sales Directors. Closely coordinates weekly forecast activity with input from Account Manager.

  • Coordinates with Account Manager to determine best team player to engage client in new opportunity; considers account history, existing relationships, and other factors.

  • Typically takes the lead in scheduling meetings with key decision makers and influencers in library. In bundled sales scenarios (i.e.: content + specialty products) participates as key team player with Account Manager as lead.

  • Leads product demonstrations and pre-sales technical consulting.

  • Engages Account Manager in proposal development to seek out cross-product bundling or customer incentives.

  • Maintains pricing ownership with direction from pricing team.

  • Leads initial training for specialty products, engaging training team when appropriate.

  • Enters leads and new activity into SalesForce.com for specialty products.

  • Coordinates weekly with AM on new leads activity, progress, opportunities to bundle with larger PQIS sales motion.

Ideal Qualifications:

  • Bachelors’ degree plus at least 5 years’ related experience, or equivalent combination of education and experience.
  • Ability to develop a deep understanding of specialty product(s).

  • Capable of leading demonstrations, trainings and presentations.

  • Able to clearly and compellingly articulate value proposition for specialty product(s) and respond to inquiries about product functionality.

  • High level of enthusiasm, with strong influencing and negotiation skills.

  • Ability to analyze, compare, evaluate, reconcile and draw meaningful conclusions and action plans from data.

  • Strong interpersonal skills, with ability to professionally interact with a diverse blend of personalities to reach resolution and maintain strong relationships.

  • Capacity to learn and effectively utilize SalesForce.com and other programs relevant to the role.  
  • Ability to travel nationally and internationally.

Ancillary Qualifications:

Qualifications listed below, while not necessarily a requirement for this position in each circumstance, provide additional depth and value to the role.

  • Proven track record of successful technology and/or online content sales experience.
  • Advanced degree in Library Science or related field.

  • Certifications pertinent to the sales profession.

Other important information about this position:

  • This position may be based in a corporate office or remote location.  
  • Frequent travel is required.
  • This position requires weekday (Monday - Friday) attendance with scheduling flexibility available around core working hours.
  • Every position requires certain physical capabilities. ProQuest seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties when possible.




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