ProQuest – Who we are…
The ProQuest Mission: Better research. Better learning, Better insights. ProQuest enables people to change their world. ProQuest supports the efforts of students and researchers across the globe. Providing important research tools and curating treasure troves of content has helped ProQuest to become an industry leader in the EdTech market.
What will I be doing?
As an Inside Sales Manager, you will be responsible for focusing on developing our inside sales channel on a permanent basis. This role will also be responsible for covering a group of our Most Valuable Accounts on a coverage basis for approximately 12 months.
The role will work closely with the Director of Inside Sales, account management, client relationship and field marketing teams to drive sales revenue through leading, coordinating sales activities and campaigns. This is the first role of its kind on the team, so the ideal candidate will be motivated by the idea of assisting with building out a new channel for the Australia and New Zealand region.
In this position, you will also…
Inside Sales Management
Be responsible for driving inbound and outbound calls, emails, and proposals to focus on maintaining and expanding business relationships as well as gaining market share with existing and new customers.
Clearly and compellingly articulate the ProQuest value proposition through update sessions, phone calls, webinars, and other client communication avenues.
Identify and pursue new business opportunities with existing clients in conjunction with Sales and Renewal Specialist’s efforts.
Work closely with the Director of Inside Sales to develop a segment specific channel strategy
Enter leads and client activity into Salesforce.com.
Meet or exceed individual and team goals.
Maintain high knowledge of products, pricing, promotions, and procedures.
Close sales and achieve quotas.
Perform effective online demos to prospects
Account Management – Coverage Role Responsibility for 12 Months
Own the assigned open territory and individual account plan coordination for approximately 12 months while Account Manager is out on parental leave, working closely with product specialists, customer experience team, and renewal teams to develop an overall account plan to grow long term revenue.
Qualified Candidates must have/be…
A Bachelor’s degree or higher, plus at least 3 years’ related experience in new business sales and/or account management, or equivalent combination of education and experience.
The ability to demonstrate skill sets suited for a new business, hunter-oriented role.
The ability to maintain a high-level of proactive activity to meet KPI standards set and manage a pipeline through the sales process.
Proven success in hitting and exceeding annual sales targets and goals.
Strong negotiation skills, with a focus on creating value for the customer. Possesses experience positioning multiple products or solutions within a proposal.
Able to clearly and compellingly articulate full ProQuest value proposition.
The ability to assess the sales process and act strategically, requesting participation from executive managers when required.
The ability to analyze, compare, evaluate, reconcile and draw meaningful conclusions and action plans from data.
Outstanding written and verbal communication skills.
Strong interpersonal skills, with ability to professionally interact with a diverse blend of personalities across a team to find customer solutions while maintaining strong internal relationships.
Strong multi-tasking, organizational and prioritization skills, with ability to maintain professional demeanor under pressure.
Adjectives to describe the perfect candidate include: motivated by success, positive, solution-oriented, proactive, driven, creative, self-motivated, collaborative.
Proficient with corporate productivity and web presentation tools.
Experience working with Salesforce.com or similar CRM.
Demonstrated proficiency in Microsoft Office suite of products
Superstar Candidates will ALSO have…
Qualifications listed below, while not necessarily a requirement for this position in each circumstance, provide additional depth and value to the role.
Masters’ degree in Library Science
Certifications pertinent to the sales profession.
Other important information about this position:
This position is based in ProQuest Melbourne Office
Occasional travel is required.
This position requires weekday (Monday – Friday) attendance with some 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.
The preceding job description is not intended to describe in detail the multitude of tasks that may be assigned, but rather to provide a general overview of the expectations and responsibilities of this position. As the nature of business demands change, so may the functions of this position. Additional duties and responsibilities may be assigned.
More to love about becoming a PQ employee:
Professional development opportunities with a significant focus on learning.
Fun on-site and social events such as Summer BBQs, Christmas parties and lots more.
Support of a healthy lifestyle and wellbeing initiatives.
Competitive benefits and offer support in local communities.
Our employee population is smart and highly collaborative.
We have a relaxed dress code… and not just on Fridays!
All our employees have access to ProQuest research products including e-books, genealogy and academic journals.