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Head of Field Sales Manager

Published on 12.08.2020

Company

Website : https://www.lexisnexis.com/en-us/home.page
Industries :
Research and development
Services other
Job ads : See our Job Ads
LexisNexis Legal & Professional is a leading global provider of legal, regulatory and business information and analytics that help customers... read more

Job Ad & Profile Description

Position : Head of Field Sales Manager

We are recruiting for a Head of Sales to join us here at Lexis Nexis to manage a field-based sales team and to effectively deliver the sales business plan by building a high performance culture, providing inspirational leadership and coaching. Also to ensure the team is optimally deployed and managed to agree financial and non-financial objectives. Revenue growth as a primary objective, achieved through up-selling, lateral-selling, cross-selling and value-selling.

Key Responsibilities

  • Lead, coach, manage and motivate a team to deliver high performance against revenue and KPO targets and best-in-class service
  • Define and implement a sales strategy and operating plan that ensures every customer and opportunity is actively managed and proactively engaged with
  • Promote and drive high performance ensuring that sales methodologies are implemented and provide continuous training/coaching in collaboration with Sales Strategy and Operations
  • Ensure all new joiners receive an effective and comprehensive induction plan to set them up for success
  • Proactively dealing with and resolving employment and performance issues as required
  • Actively identify customer sub-groups, particularly those targeted or already using competitive services, develop plans to proactively engage with appropriate offers
  • Support target setting (particularly in Q4), and influencing policy and strategy providing input when required
  • Focus on continuous improvement initiatives to realise maximum team efficiency and effectiveness
  • Contribute to the development of more compelling value propositions that enable us to differentiate ourselves with these customers
  • Contribute to the development and help drive the implementation of marketing programmes to increase awareness, purchasing and retention of our services
  • Continuously gather customer and market insights to ensure that we meet the evolving needs of the customers, contribute to the continuous improvement of the ‘go to market’ strategy and create a learning environment amongst team members

Sales Reporting:

  • Produce agreed reports to inform the business on ‘how we are doing’ against business goals per segment
  • Prepare a robust operating plan to inform sales billings forecast at each Review Forecast (RF) per quarter to ensure that Budget and Operating Plans are met
  • Define and monitor success metrics (for deep-dive analysis), which measure how we know we are optimising pricing and packaging per Segment, for example:
  • Overall Online revenue growth per segment and per practice area
  • Evaluate customer usage per segment and per practice area
  • Discount and pricing (with product/Market Development Directors)
  • Ensure all team members comply with planning, reporting and documentation requirements in line with the agreed methods
  • Any other duties as reasonably requested
Required profile for job ad : Head of Field Sales Manager
  • No experience required
  • High school degree
Job criteria for job ad : Head of Field Sales Manager
Job category :
Management
Sales
Industries :
Services other
Social, public and human services
Temporary work, recruitment
Employment type :
Permanent contract
Region :
Blantyre - Central - Lilongwe - Mzuzu - Northern - Southern - International
City : Farringdon
Experience level :
No experience
Educational level :
High school
Number of Position(s) : 10

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