New Business Sales Managerquic at LexisNexis UK / EmaratJobs
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Full-time New Business Sales Managerquic

at LexisNexis UK in Dubai

Job description

Job Title: New Business Manager

Location: Dubai

 

Overview of Job Function

The role holder will work with the Associate Head of Sales to identify, prospect, secure and implement the full range of BIS products and services to targeted prospect groups within the Middle East. He/she and will be new business-focused with comprehensive knowledge of the target/prospect group and applies this by providing support, specialist guidance and advice.

This role will grow the revenue stream via expert new business prospecting, strategic deployment of resources (e.g.,marketing, etc. training), and spearheading the penetration of LN solutions throughout specific sectors and functions within the Middle East.

As the New Business Manager the key responsibilities will include:

To meet and exceed sales and revenue targets

Negotiation of commercially sound contracts for new customers

To identify the key customer goals and strategies, plus qualification of opportunities for core products

Use effective, structured sales plans and collateral to demonstrate to the prospect how LN can solve problems/add value to their business

Use internal and external information sources to research prospects

Understand the key business objectives of the prospect and be able to access decision-makers

Conduct appropriate product demonstrations and client presentations

Effectively work alongside other stakeholder departments (e.g. training, marketing, finance) to ensure an integrated approach and to ensure market needs are being met

Keep the CRM system up to date at all times, ensuring data integrity is maintained

Timely production of regular and ad hoc sales reports, as agreed with Associate Head of Sales

Keep up to date with market changes and developments, and new product developments

Create go-to-market strategy, with 3, 6 and 12 month plan

Segment prospects and prioritise time and efforts

Gather insights from customer group and feed back to the business

Uphold Reed Elsevier values

Any other duties as reasonably requested

 

Customer Group Context

This main customer/prospect group will be financial services, corporate, media/PR, construction, public sector, academic and any other verticals that may be identified,

 

Key Result Areas:

Meet or exceed monthly and yearly sales and revenue objectives

Develop territory plans for to prospect in an assigned territory. This should include identifying penetration strategies aimed at positioning LexisNexis as the superior source in meeting the potential buyers information needs to maximize revenue opportunities, using business analysis tools to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats, managing and strategically deploying all resources necessary to secure the business, (i.e. consultants, technical and product support, marketing, pricing, etc.), developing key contacts and business relationships with influential individuals and high level decision makers.

Sell the value of LexisNexis to corporate professionals within an assigned territory by articulating how our solutions meet their information needs. This will be accomplished through secure first appointments, advancing appointments, closing appointments, consulting sessions and presentations.

Utilize all required processes, tools and systems including TAOP and Siebel

Other duties as assigned

Competencies:

As the New Business Manager your skills and experience will ideally include:

Sales Ability / Persuasiveness

Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

Driving for Results

Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.

Negotiation

Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.

Communication

Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions; engages the audience and helps them understand and retain the message.

Planning and Organising

Establishing courses of action for self and others to ensure that work is completed efficiently.

Engagement Readiness

Demonstrating a willingness to commit to one’s work and to invest one’s time, talent, and best efforts in accomplishing organisational goals.

Building Trusting Relationships

Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one’s intentions.

Tenacity

Staying with a position or plan of action until the desired objective is obtained or is no longer reasonably attainable.

 

Desired Skills and Experience

Functional and Business/Industry Knowledge:

 

Specialist knowledge of the BIS market is seen as a source of reference on specific topics such as the buying strategies, negotiation, risk and research workflow and the key decision making contacts and influencers.

An excellent sales track record, having been responsible for the delivery of large revenue targets

In depth industry knowledge or the ability to quickly develop an in depth understanding of LN products and services

Solid strategic account planning and penetration skills

Experience working as part of a team in a highly complex matrixed corporate environment

Documented history of sales overachievement

Has applied knowledge of best practice sales techniques, including negotiation, presentation skills and general communication eg. Miller Heiman and CO IMPACT

Strong time management, organisational and forecasting skills

Strong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures.

KPI delivery

Must win deal management

Networker internal/external

Problem solving

Ambassador/evangelist

Experience of targeting prospect accounts

A background in information is preferred (or a solution-sales background)

 

Communication:

Delivers clear messages – Uses appropriate vocabulary; is in command of the message; logically and simply conveys ideas

Facilitates outcome-oriented communication – States action-oriented purpose; presents logical arguments, data, and concrete examples; provides clear explanation of relevant facts and presents a well-prepared case; moves communication toward agreed-upon actions

Speaks to business or organisational needs – Presents ideas, suggestions, and recommendations in a manner that clearly links to business or organisational needs and priorities

Presents with impact (delivery, visual aids)

Maintains interpersonal effectiveness – Adapts interpersonal style to effectively interact with a variety of people

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Published at 24-01-2016
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