Description
Sales Executive - Global Guides
6 Month Contract
London
Market Rates
Role Purpose/Summary:
Will manage the sales process for between 4 and 6 Global guide titles over a calendar year, these will fall across a range of practice area's and your customers will be small/medium and large Private Practice law firms in multiple jurisdictions.
Authoring content within Practical Law global guides is a business development opportunity for firms wishing to showcase their expertise to our global audience of subscribers & non-subscribers so you will be pitching bespoke packages according to your customers marketing requirements and budget.
You will be required to manage the renewal process for repeat authors as well as following up on marketing campaigns to generate new business. A large amount of this will require you to research and identify your own leads so an understanding of the legal market will be vital.
The majority of sales will be completed over the phone however there is also some face to face requirement as well as opportunities to travel and meet with customers at international events; here you will also be expected to represent Thomson Reuters and talk about other brands within Legal UKI.
Major Responsibilities/Accountabilities:
- Drive chapter sales on specific publications to achieve a personal revenue target of approx. £250K per full year
- Manage existing accounts in order to secure high renewal rates and maintain good client relations
- Effectively manage the client base to secure higher volume and revenue yield
- Keep abreast of the competition in order to win market share
- Successfully manage projects to achieve targets on revenue and content, and hit publishing deadlines.
- Liaise with marketing team to produce successful marketing and sales strategy, which may include conference attendance, telephone and face to face interviews, and market research
- Achieve and exceed call level, pipeline and financial targets
- Working on a variety of guides and so being able to plan and organize your time methodically and be tenacious in following up leads
- Maintaining a consultative sales approach to listen attentively to your clients, identify their business needs and create bespoke packages which ensure they offer the correct mix of business benefits
- Attend individual and team meetings to discuss KPI's and other items relevant to the role
- Maintain an up to date pipeline and forecast appropriately for upcoming events
Mandatory Skills and Experience:
- 2+ years sales experience
- Experience in new business selling
- Ability to demonstrate a reasonable knowledge of the Legal market
- Excellent communication and listening skills - Written work must be accurate and thorough
- Ability to use initiative and work with minimum supervision
Desirable Skills and Experience:
- Ability to influence and guide a prospect: Listen attentively, highlight the salient points and explain the value to the client. Also be able to effectively deal with objections and turn them to your advantage
- Ability to gain credibility and inspire trust within a decision maker group
- Ability to work in a team and sell across other product sets
- Ability to build constructive relationships with key individuals throughout Thomson Reuters
- Self-motivated with the drive and enthusiasm to make you proactive and positive in your approach to sales
Education/Certifications Required:
- Qualified to a degree level