International Area Manager (Education)

Job Summary
The overall purpose of this position is to manage and grow IEEE revenues and our base of IEEE Online subscribers through the sale of our online products. Products include established IEEE products such as IEL, Enterprise, ASPP, POP, eLearning, eBooks and ISOL and new/additional analytics products as they are added to the mix. The role directs the efforts of ten or more independent sales dealers and IEEE staff to generate between $10-40 million in new and renewal sales annually. The incumbent manages the overall IEEE sales effort in prescribed territories in Europe, Middle East, Africa and or Latin America.

This position reports to the Regional Sales Manager Europe, Middle East, Africa and Latin America and does not have any direct reports but will manage independent sales dealers.


Key Responsibilities

• Devise and implement sales and marketing strategies that increase sales to prospect organizations and develop staff
• Maintain and generate revenue for IEEE
• Achieve company goals and develop the EMEA LA region
• Manage sales channel of 10 or more of country-specific independent sales agents based in the region to achieve sales objectives; Manage indirect support staff of two or more to ensure smooth and efficient internal sales and order processing operations
• Immediate and effective emphasis on new product launch.
• Expand corporate (large and midsize) market penetration and manage the needs of IEEEs largest multi-national clients
• Work with IEEE sales, product and marketing management in sales strategy and planning, particularly in the maintenance of a customer relationship database (CRM), in sales prospecting and forecasting, and analysis to ensure on time renewals for major accounts and continued satisfaction of our major clients
• Collaborate with Client services team to ensure continued satisfaction of our major clients
• Submits weekly sales status reports to senior management
• Collaborate with International Sales Specialists to ensure overall team success and to provide assistance to the dealer network in the areas of:
• Prospecting, targeting, custom offers and value messaging
• Usage statistics & Technical Requirements & assistance
• Work with AR & Client-side procurement to achieve smooth and on-time renewals
• Update monthly SFDC opportunities / add new contacts in SFDC
• Attend conferences, industry events and represent IEEE at vendor fairs hosted by clients.
• Actively engage in sales activities including presentations, customer meetings, dealer strategy sessions and quotation development

Education

• Bachelor's degree or equivalent experience in Business or related field. Special consideration for candidates with degrees in EE, CSE or other technically related fields or MBA. Req

Work Experience

• 7-10 years of overall industry experience in Marketing, Sales or related business field Req

Skills and Requirements

• Strong and effective sales skills which include working with prospects through a sales cycle, from quote to close
• Must have sufficient knowledge of all IEEE Online product offerings and market place competition and trends. Industry knowledge permits identifying new prospects, creating winning proposals, assisting in new product development and providing product support to train IEEE sales professionals on how to sell our products.
• Must be able to stay on top of product enhancements/changes and incorporates these features/benefits into sales presentations
• Must show initiative and creativity e.g. take on additional responsibility and new assignments with broader scope; offering new ideas and suggestions; seek and deliver continued process improvement
• Strong written communication skills; Ability to write clear, concise communications to describe business terms, offers, product value to both native English and non-English speakers
• Must have excellent presentation skills to audiences of up to 100 people.
• Business fluency in a foreign language, especially Spanish, German or Arabic would be helpful
• Experience working with research professionals / end users/ procurement groups and library customers
• Ability to foster relationships with engineering management at client and prospect organizations to raise the awareness and profile of IEEE
• Ability to network – maintain professional and technical knowledge by attending relevant trade shows and conferences; reviewing professional publications, establishing personal networks
• Ability to use market knowledge and relationships to work with clients to budget for new and renewal purchase annually
• Must be able to handle complex problems effectively; identifying alternatives and selecting appropriate solutions; involving others as needed
• Ability to support change and adjust quickly and effectively to new priorities or circumstances; actively contributing to the implementation of new ideas, offering suggestions to improve the process.
• Must be a technologically savvy knowledge worker who seeks out technology solutions to business challenges. Specific Technology knowledge and experience needed to produce the desired outcomes including but not limited to the following: Strong PC skills particularly with Microsoft Word, PowerPoint, and Excel. Should also be good with spreadsheets and CRM tools.
• Must have a valid driver's license and valid international travel credentials; approximate 30% International Travel for both dealer supervision and client/prospect meetings.

Other Requirements:
As defined in IEEE Policies, individuals currently serving on an IEEE board or committee are not eligible to apply.

PLEASE NOTE: This position is not budgeted for employer-sponsored immigration support, this includes all persons in F (both CPT and OPT), J, H, L, or O status.

For information on work demands and conditions required for this position, please consult the reference document, "Physical, Mental, and Work Environment Standards for IEEE Positions." This position is classified under Category II - Mobile Positions.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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Disclaimer: This job description is proprietary to IEEE. It outlines the general nature and key features performed by various positions that share the same job classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties and qualifications required of all employees assigned to the job. Nothing in this job description restricts management's right to assign or re-assign duties to this job at any time due to reasonable accommodations or other business reasons.