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Sales Head: New Sales

4 months ago

Johannesburg, Gauteng, South Africa RELX Full time

Role Description:

The New Sales :

Head position exists to ensure consistent, profitable growth in sales revenue through positive planning, direction and management of all Sales personnel within the market area and through interaction with customers and across internal solution line teams.

This position ensures the maximum revenue and profitability growth for their market area.

Key Accountabilities:

  • Establishes the long
- and short-term goals and direction for the market area aligned to the overall organizational strategy to maximize growth and revenue.

  • Manage Revenue of RxM per quarter, per annum.,
  • Manages Sales Managers Account Managers and Business Developers
  • People management coaching and development, recruitment, performance management, etc.
  • Coach across the sales process (e.g., assists in mapping out key decisions makers; identifying the approach; and working directly with clients)
  • Visits Customers for special information gathering
  • Own the solution selling vision and ensure it is followed/ model the behaviors
  • Ongoing monitoring of market area performance and modifies strategy to drive required growth and revenue.
  • Build and own targeted relationships in key Customer Accounts
  • Utilize and drive adoption on required processes, tools and systems
  • Facilitate LNSA executive relationship development with key accounts, e.g. Customer First
  • Drives Revenue target achievement across all Solution lines sold in the assigned customer segment.
  • Management of overheads and costs across the assigned segment
Competencies

  • Drive to Sell/Win
  • Business Acumen
  • Leadership/Motivation
  • Holds People Accountable
  • Executive Presence
  • LNSA Core Values

Qualifications:

  • 10+ years of sales management experience including both individual contributors and sales management teams
  • Average revenue responsibility of RxM across +/ accounts
  • Financial acumen understand P&L
  • Understanding of the solution line value propositions
  • Broad product knowledge
  • Industry knowledge
  • Knowledge of competitive landscape
  • Functional knowledge of negotiation process


LexisNexis, a division of RELX Group, is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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