Responsible for providing leadership and direction to a team of telephonic based sales professionals toward meeting company objectives in the areas of new sales revenue, retention revenue, growth of base business and market penetration.Accountabilities:1. Meet or exceed monthly and annual sales goals and expense control objectives 2. Determine the long- and short-term goals and direction for the branch based on overall organizational strategy. 3. Know the key accounts within assigned territory, understand their needs and build and use relationships in those key customer accounts to grow sales and revenue 4. Identify competitive threats and develop effective countermeasures 5. Collaborate with Sales, Segment, Marketing and Product teams to optimize utilization of resources 6. Develop key contacts and business relationships with members of the business unit and key support providers within the LexisNexis organization 7. Develop and deliver an effective branch business plans, including accurate revenue forecasts 8. Ensure skills of our sales professionals are in line with the demands of the marketplace and company sales objectives, including product knowledge, key process knowledge, knowledge of the competition, sales techniques, relationship building, making effective sales presentations and negotiation skills 9. Translate company and departmental sales objectives into sales programs and initiatives 10. Attract, recruit, and retain top talent. Motivate and lead a high performance sales team 11. Provide leadership and management to ensure adoption and practice of the Reed Elsevier core values. 12. Define measurable expectations of each role within the branch. Evaluate performance against expectations of all staff. 13. Utilize and reinforce all required sales processes, tools and systems

Role Profile:• Manage and supervise the Regional Telesales Team, servicing key Asian markets: Australia, Singapore, Hong Kong, Malaysia, Taiwan, Korea, China, Japan, India for digital and print subscription sales of The Wall Street Journal Asia.• Responsible for achieving assigned business targets and objectives both for new subscriber acquisition and retention.• Develop and formulate sales plans and strategies to achieve assigned sales targets.• Report on the condition of sales for each target market and analyze the impact of market.• Recruit and build the strength of the Regional Telesales team composed of outbound telesales and database researchers.• Training and coaching of all staff to ensure that they have the necessary skills set to perform their work based on reasonable standards set by management.• Conceptualize and implement various sales programs and offers, subject to the approval by Deputy Director.• Regularly update scripts and other selling materials to ensure that selling pitches are relevant in tapping every conceivable selling opportunity.• Initiate and recommend administrative and other office policies that would help smoothen the flow of operations in Manila office.

Role Profile:Country Sales Function:• Manage Telesales Executives and Telemarketing Executives with a portfolio of over 7,500 Direct Sales Channel accounts.• Operate as a lead consultant to manage and deliver customer-focused service offerings• Coordinate with Marketing Department to ensure an effective DM program and Sales Leads Program is launched as per schedule.• Coordinate with Customer Service, Operations and other sales segment to ensure service commitment in place.• Collate data and compile sales related report such as call performance, lead report and performance report.• Adhere to regional standards on profit margins and discount guidelines• Sales Targets: Implement appropriate sales initiatives in order to ensure achievement of sales targets.• Acquisition and Development: To ensure Telesales Executives utilize the Sales Pipeline for management of all Prospects ensuring that business from new and existing customers is actioned and successfully negotiated.Telesales Team Management:• Supervise Telesales Executives to ensure all assigned customers are served and developed.• Motivate Telesales Executives to explore customer’s full potential and needs for customer migration.• Develop IKO/KPIs with team member and monitor individual performance.• Conduct personal appraisal: conduct monthly performance reviews with the staff in order to monitor and appraise on overall performance, acquisition of new and lost customers and development and maintenance of existing customers.• Perform Monthly Coaching and follow-up sessions with all members of the sales team to monitor development of skills and to identify further areas for training and development. Ensure there is a monthly action plan defined for each Telesales Executive based on areas identified in the Skills Gap Checklist.•Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.

Role Profile:• Manage a portfolio of 100 Global Multinational Customers and National Customers trading a monthly average revenue of more than €4,000 each.• Plan & coordinate national sales activities to retain and develop sustaining sales revenue.• Provide national customer account revenue and activity reporting, as required by Sales Management.• Drive sales improvement through regionally harmonized processes• Develop a working relationship with the relevant support sections e.g. Business Services Support Group, Operations to ensure they are kept up to date with all issues relating to the National Customers accounts.• Work together to strategically improve the overall competitive advantage of the customer, and maximize the customer’s life time value to DHL • Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing client base so that the required personal sales results are achieved.• Develop and implement a strategy to promote DHL Advantage programs and solutions to the assigned list of accounts• Implement GSP platform tools including the Pipeline Forecast and Relationship Balance Sheet.• Manage and co-ordinate the National Sales activities of a group of National Customers Accounts in order to retain and develop their revenue contribution.• Ensure the whole sales process follows the GSP guidelineo COMET Qualityo Gross and Net Marginso New Business Revenue• Establish and implement a pricing review timetable that ensures improving margins from listed accounts. • Adhere to regional standards on profit margins and discount guidelines• Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff requires management agreement and justification• Informal influence to enable improvement and change within the organization

Role Profile:• Manage a portfolio of 150 Relationship Channel customers trading an average monthly revenue of €500-€4,000 each via personal sales visits, using face to face contact to provide a ‘personal service’.• Specializes on B2B account management.• Develop a regular customer call cycle to secure committed orders with new and existing customers and gain any competitor held business to ensure that individual agreed targets are achieved.• Act as Field Sales customers’ main contact for DHL, responding and satisfying their personal needs. Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing client base so that the required personal sales results are achieved.