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Head of Field Sales Manager

Posted on Aug 7, 2019 by Resource Solutions - Lexis Nexis

London, United Kingdom
Immediate Start
Annual Salary

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


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

Reference: 742535995