Our client is a global supplier of information and information technology to the legal, professional services and government sectors. The company is part of a multi national publishing company and is going through a period of sustained expansion. This is an exciting opportunity for an experienced sales specialist with a background of selling software and services to join a team specialising in the sale of legal products into the public sector.

The main purpose of the role will be to grow revenue from a range of designated accounts, within the local government sector. This will include selling both the company’s leading portfolio of enterprise software as well as its legal content solutions.

Responsibilities will include:
• Meeting and exceeding sales targets
• Strategically segment accounts and prioritise time and efforts
• Sales process begins with a discovery meeting to identify the key customer goals and strategies, plus qualification of opportunities for core products
• Negotiation of commercially sound contracts for existing and new customers
• Pro-active selling of products to both existing and new customers in order to achieve and exceed sales revenue targets and other performance targets
• Use internal and external information sources to research the customer
• Use effective, structured sales plans and collateral to demonstrate to the customer how we can solve problems/add value to their business
• Develop and influence powerful customer relationships and have a contact strategy
• Conduct appropriate product demonstrations and client presentations
• Retaining and growing key services within the existing customer base
• Maintaining and developing strong relationships with customers through regular client meetings, responding to clients requests and feedback in a timely manner
• Keep up to date with market changes and developments, and new product developments
• Gather insights from customer group and feed back to the business
• Effectively working alongside other stakeholder departments (e.g. editorial, training, marketing, credit control, business development) to ensure an integrated approach to customer care and to ensure market needs are being met
• Timely production of regular and ad hoc sales reports

The ideal candidate will have the following qualifications and experience

• Proven track record of working successfully in a challenging and commercially driven sales environment
• Experience of dealing with a portfolio of over £1 million
• Experience of working with circa 150 clients
• Experience of working in a field-sales role
• Strong negotiation skills
• Experience of working in a B2B environment
• Demonstrable experience of retaining, growing and winning new customers
• Demonstrable experience of building and maintaining excellent client relationships
• A background in selling a complex / multi-faceted solution or service is preferred
• Strong awareness of business issues that may be faced by client group
• Demonstrable ability to spot commercial opportunities
• What we are looking for in you:
• Demonstration of sales success
• Driven to succeed
• Confident to liaise with senior people in varied positions, excellent communications skills
• Ability to uncover new opportunities with existing clients and up-sell
• Fact finding skills
• Good organisation skills

This is a superb opportunity to join an industry leader which will offer a competitive salary and ote as well as excellent benefits and career progressing opportunities. For more details or to submit a CV email Nigel Lawrence at nlawrence@cogencesearch.com