On-Line Sales Executive - Bloomsbury Professional
Bloomsbury Professional, part of the Bloomsbury plc Group, is a leading independent legal, accountancy and tax publishing business with offices in London, Oxford, Dublin, Edinburgh and Haywards Heath, West Sussex.
The continued expansion and growth of our legal, tax and accountancy on-line portfolio has led to the creation of this exciting new role.
•Growth of revenue within defined markets (UK Law, Family Law, Tax and Accountancy) and geographic territories through pro-actively selling Bloomsbury Professional’s products to existing and new customers in order to achieve and exceed KPI and revenue targets
•The pro-active negotiation and sale of commercially sound contracts for new and existing customers. Retaining and growing on-line subscriptions within the existing customer base, identifying upsell opportunities, where appropriate, and securing new business opportunities from self-sourced prospects.
•The establishment of appropriate telephone, video conference, and face to face contact strategies and customer account plans for your customer base to ensure effective coverage of your sales territory and sales success.
•The identification of customer needs to allow you to develop effective, structured sales plans which demonstrate to the customer how Bloomsbury Professional can solve problems and add value to their business.
•The maintenance and development of strong relationships with customers through regular client conversations, responding to client requests and feedback in a timely manner.
•The development of suitable renewal strategies which are appropriately executed in a timely manner and which aim to minimise any discount offered and maximise client retention and revenue growth.
•The identification of at risk customers within your portfolio and the prioritisation of efforts to ensure customer and revenue retention
•The demonstration of the features, advantages and benefits of all Bloomsbury Professional products, and the ability to present them to customers in a compelling fashion.
•The conducting of product demonstrations and client presentations as appropriate, and the maintenance of the quantity and quality of customer contact is in line with agreed targets.
•The maintenance of an integrated customer care approach achieved by working alongside other stakeholder departments (e.g. Editorial, Customer Services, Marketing, Credit control or Product Development).
•Keeping up to date with market changes and developments, as well as new products.
•Adherence at all times to planning, documentation and data recording standards in line with agreed processes and procedures.
•The accurate and timely creation and maintenance of all customer and prospect records for your territory within the company’s SalesForce CRM and HubSpot lead management systems, maintaining data and recording standards in line with agreed processes and procedures
•The timely production of regular and ad hoc sales reports.
•The handling of day-to-day operational problems within your own territory and the solving of problems.
•∙ Any other duties as reasonably required
Skills, knowledge, experience
•Proven track record of working successfully in a challenging and commercially driven B2B sales environment
•Excellent communication skills essential, as well as territory and time management and planning
•Excellent new business sales skills with evidence of ability to close new business opportunities via both telephone and face to face selling
•At least two years’ experience in an account management and/or field sales or telesales role
•Strong and proven negotiation skills
•Demonstrable experience of building and maintaining excellent customer relationships
•Applied knowledge of best practice sales techniques, including negotiation, presentation skills and general communication
•Able to absorb and retain a large amount of product, system and market information
•Educated to degree level or equivalent
•Experience of SalesForce and/or HubSpot an advantage
This is a full time permanent position based at our Bloomsbury Professional offices at: Maxwelton House,
41-43 Boltro Road, Haywards Heath, West Sussex, RH16 1BJ.
If you have the desire to succeed and are looking for a rewarding opportunity, then please send your CV with a covering letter explaining why you think you’re the right candidate for this job to, and your salary expectations to firstname.lastname@example.org
Please note in the subject line: ‘On-line Sales Executive HH1810’ The covering letter must include at least 300 words describing your relevant work experience and why you think you would be suitable for this position.
The closing date for applications is: 18th October 2019.