Head of Sales, Customer Growth US
RELX

New York, New York

Posted in IT
15 days ago


Job Info


Job description

Job title: Head of Sales US
Department:
Reports to: Kerrie Orme, Director, Global Customer Growth, Marketing and Commercial Operations

THE BRAND

Established in 2001 and with offices in London, New York, New Jersey, Los Angeles and Amsterdam, XpertHR has quickly established itself as the leading online resource for all HR information needs. XpertHR is the most comprehensive source of compliance, good practice and benchmarking information available. Our award-winning team of in-house editors, lawyers and subject specialists work with more than 100 expert contributors to produce and update the resources that HR professionals need to do their job, whatever their role.

BASIC JOB FUNCTION
Head of Sales, Customer Growth US is responsible for overseeing the Customer Growth renewal sales function, with individuals based in LA and NY. Based in NY, the successful candidate will manage a team of 6 people initially but with ambitious growth plans we anticipate this team continuing to aggressively grow. You and your team will support customers across all client groups, both public and private sector, from SMEs to blue chip multi nationals. The successful candidate will be a self-starter who will inspire and motivate their team with high energy, building a positive culture that rewards success and values continuous improvement and development. This individual will consistently achieve and exceed sales results whilst continually evolving a data driven renewals strategy to support future growth.

RESPONSIBILITIES

  • As a member of the sales management team, you will support and communicate the commercial and sales strategy to your team and the wider business
  • Build and formulate a customer growth strategy for your team to meet and exceed target
  • Deliver and execute on the renewals sales strategy and in doing so achieve targets
  • Improve penetration opportunities for upsell/cross-sell sales by identifying actionable strategies
  • Handling and interpreting previous and current sales performance data to evidence decision making around the pipeline, forecasting and strategy
  • Managing underperformance
  • Attend quarterly sales management meetings to design future strategy and tackle key issues
  • Own strategic projects arising from leadership strategy meetings
  • Collaborate effectively with marketing, product, finance and editorial
  • Attend and participate in relevant monthly sales and marketing meetings and product meetings
  • Accurately forecasting future sales through scrutiny on work ahead strategies
  • Identify and build relationships with key executives and decision makers within the team and wider business
  • Developing and implementing sales processes to facilitate sales growth
  • Managing a team of account managers to meet and exceed individual and team objectives
  • Manage KPO's/KPI's around calls, talk time, outreach, pipeline production and sales
  • Coach, mentor and embed the XpertHR sales methodology within the team
  • Develop the competencies and effectiveness of the Customer Growth team members
  • As appropriate, serving as a business representative at industry events, conferences, trade shows, and expeditions


COMPETENCIES
  • Displays high integrity and honesty
  • Drives for results
  • Solves problems and analyses issues
  • Communicates powerfully and prolifically
  • Inspires and motivates others
  • Collaboration and teamwork
  • Develops strategic/broad perspective

QUALIFICATIONS

Suggested minimum years of Information Sales experience: 10+ years

Minimum of 5 year's experience leading teams

Critical experiences
  • Proven experience in account management or territory sales and upholds an attitude that is key to success
  • Strong account management experience, communication and relationship building skills
  • In depth understanding of sales and marketing principles
  • Strong analytical skills to drive data decision making
  • Experienced user of CRM systems, e.g. Salesforce©
  • Experience leading, managing and coaching a team to success
  • Proven track record of driving important constructive relationships with customers and managing portfolios to increase growth
  • Willingness to travel regionally and internationally as required
  • Excellent communication and interpersonal skills
  • High ethical standards and customer focus


Education
Bachelors or master's degree in a relevant subject (business, HR, law) is preferred, but not essential.

We are 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. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

Please read our Candidate Privacy Policy

We are 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. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact accommodations@relx.com or if you are based in the US you may also contact us on 1.877.734.1938.

Please read our Candidate Privacy Policy



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