Head of Sales

5 days ago

London, UK, United Kingdom The Lawyer Full time

A bit about us...


The Lawyer is the market leading media brand for commercial lawyers and in-house counsel, both in the UK and globally. With 30 years’ experience under our belt, The Lawyer is the longest running UK legal news and information brand. Our work is industry recognised - recent awards include the PPA Business Information Product of the Year and PPA Editor of the Year.


Quite simply we provide the leadership teams of the largest law firms and corporate legal teams with data driven news, information, and insight so they can see round corners and drive their businesses forward. We are a vital part of the global legal market.


Our values as a business are clearly defined: creative, ambitious, collaborative and expert. If that sounds like you, then we think you’ll fit right in This is a great opportunity for any potential applicant to work on one of the premier brands in B2B media.



What you will be doing...


  • The role involves managing the sales team, currently three Business Development salespeople and one Sales Development Representative, reporting to the The Lawyer's Revenue Director and implementing actions as required.
  • Propagate team best practice in all aspects both internal processes and externally with clients.
  • Responsible for articulating team revenues, forecasts, pipelines, notifying risks/overage in a timely & clear fashion.
  • Manage the sales team to optimise revenue, client count and order values per event / project against sales target.
  • Involvement in sharing direct sales team’s market-insights with the marketing team and wider The Lawyer business as appropriate.
  • Responsible for recruitment and performance management in the Marketing Solutions sales team, and will assist in recruitment across the wider sales organisation.
  • Work with Revenue Director and other stakeholders on sales strategy and culture, corporate relationships, sales effectiveness initiatives, and bespoke activities.
  • Propose and deliver new revenue generating concepts / tactics and agree and deliver them.
  • Responsible for maximising team revenues and yields from existing clients, as well as generating new business opportunities from Marketing and Sales Development campaigns, as well as developing new initiatives to drive revenues, which will be supported by the team.
  • Manage team admin such as sickness, annual leave and ensure appropriate cover at all times.
  • Ability to consistently build effective relationships with decision makers, to uncover and understand their marketing and research needs, and communicate features, advantages and benefits of The Lawyer's audience and portfolio of events, bespoke research capabilities and intelligence products.
  • Constantly striving to achieve agreed sales targets and deliver client-base growth: Optimising renewal client activity, sourcing and winning new business, maximising revenues, and yields.
  • Negotiating with customers across various growing sectors and global markets.
  • Working closely with the marketing team to share client insight, and the operations team to exceed client expectations. Up-selling/cross-selling other products within The Lawyer's portfolio where possible.



What we need from you...


  • A consultative and mature sales-skill set.
  • Ability to coach and manage a sales team, provide support, mentorship and represent them internally to the business through revenue reporting and any another requirements.
  • Propagate strong team culture, and manage underperformance.
  • Be comfortable and able to deliver when working under pressure.
  • The ability to learn quickly with the confidence to engage with clients immediately and build relationships with internal stakeholders.
  • Comfortable with developing and cultivating conversations up to C-Suite level.
  • Familiarity with building and negotiating high-value sales propositions, centred around client need, and able to offer advice and input to develop team members' skillsets.
  • Ability to nurture ongoing effective and profitable relationships with contacts.
  • Be able to articulate the USP’s and benefits of the The Lawyer's wider product portfolio to the target market.
  • Time management: able to juggle a fast moving calendar of events to allow sufficient sales windows, as well as deliver ad hoc sponsorship campaigns and research projects. You will need to be able to manage, develop and grow your pipelines throughout the year to achieve targets.
  • As a core role within a small, highly motivated, supportive, and successful team, a great personality, team mentality, honesty and personal drive are extremely important.
  • Data-literate and numerate, experienced with effective CRM use to drive strategic and tactical decisions (ideally Salesforce) and familiar with Microsoft Office – Excel, Power Point, Word



What we can offer you...


  • A varied workload with products that engage clients and address every element of the marketing mix
  • Exposure to a market which is undergoing rapid change with potential to partner with well-known B2B brands
  • Ongoing structured and on the job training / development
  • Working on an award-winning brand which is positioned at the heart of the sector and will help you to become a trusted sales adviser
  • Hybrid working with access to WeWork network via our head office in Waterloo, London

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