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Sales
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LexisNexis
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LEX00JNK Requisition #
Lexis Nexis are looking for an experienced hands-on Head of Sales to join us and manage a successful sales team in Leeds. The successful candidate will be able to effectively deliver the sales business plan by building a high performance culture, providing inspirational leadership and coaching. 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
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 segmentPrepare 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 LN (including sales, marketing, operations and product development) to lead the culture change and drive a “one team” mentality


Competencies 
Business and industry knowledge
Leadership and people development
Problem solving
Interpersonal effectiveness and communication
Drive for success
Delivery of results
Customer focus

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