- Reed Elsevier Group
4128 Scotch Hollow Rd
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 Specialist Knowledge / Skills Required Exceptional people management and coaching capabilities including decisive leadership, setting clear direction and motivating/coaching a committed team to excel. Solid sales track record, with responsibility for delivery of large revenue targets. Background in publishing or online solutions environment preferred. Significant experience of managing, motivating and driving sales teams to achieve Experience of managing and driving change within a business. Excellent leadership/communication, influencing and interpersonal skills Clear strategic thinking combined with a practical approach and close attention to detail Able to bring a dynamic and passionate approach to the role, and lead by example. Be a role model and liaise closely with other managers across (including sales, marketing, operations and product development) to lead the culture change and drive a one team mentality
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.
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