Senior Director, Sales

Job ID
2017-1137
Job Category
Sales
US-NY-New York

Overview

Practising Law Institute (“PLI”), an innovative leader in legal education programs and services, is searching for a customer-oriented professional to fill the role of Senior Director, Sales.  This position requires significant legal industry experience, a proven track record of successful new customer acquisition, and strong sales leadership skills.  PLI’s customer base and prospects includes a large array of prestigious law firms, corporations and government agencies. 

 

This is an exciting opportunity for someone who is passionate about mentoring and coaching a team of sales professionals. An effective Senior Director, Sales will ensure that the team is successful in identifying prospects by leading them through a thoughtful, vigorous, and well-defined sales process resulting in closed deals to attain sales targets.

 

SUMMARY

 

Reporting to the VP, Membership, the Senior Director, Sales will take a results-driven and goal-oriented approach to supporting the sales team in targeting new business opportunities. The Senior Director must be prepared to meet sales targets and other deliverables, provide daily oversight to sales team activity, assess changes and risk management, and provide updates to senior management. The Senior Director, Sales will be required to work directly with the sales team and customers to close business.

 

KEY RESPONSIBILITIES

  • Continuously work to drive and execute new sales strategy and meet targets on a monthly, quarterly and annual basis.
  • Manage a team to deliver results by monitoring, mentoring, and progressing opportunities across the entirety of a well-defined sales process to closure.
  • Coach, advise, and participate with the team on sales pitches and tailored business solutions for senior-level decision makers at prospective client organizations.
  • Support the sales team and participate directly when needed to close deals or secure initial contract payment.
  • Help manage and control pricing and contractual issues that are brought to your attention by members of the sales team.
  • Maintain sales territory assignments and productivity ratios across team.
  • Delight new customers throughout the sales process to enable their initial success and lay the ground-work for upsell or cross-sell opportunities, and to ensure account retention and future revenue growth.
  • Partner with Senior Director, Account Management and the account management team as well as utilizing the Sales Operations team to onboard and transition new customers to account management.
  • Accurately forecast new sales on a weekly, monthly, quarterly and annual basis incorporating expert use of Salesforce.com.
  • Keep abreast of legal industry trends, how they affect PLI’s business and how we can capitalize on revenue opportunities that may result from industry news.
  • Create a positive work environment for all team members while setting a strong example of how the sales team should be conducting themselves in front of customers.
  • Collaborate and provide feedback to the Marketing team as appropriate.
  • Other duties, as assigned.

 

SUPERVISORY RESPONSIBILITIES

 

The Senior Director will directly oversee a team of sales representatives.

 

QUALIFICATIONS AND REQUIREMENTS

  • BA degree; J.D. strongly preferred.
  • 10+ years of client-facing b2b business development experience with proven ability to reach or exceed targets.
  • Extensive experience and demonstrable success selling subscription based or long term solutions to the legal or regulatory industry.
  • Minimum of 7 years’ experience managing a team of 10 or more.
  • Experience using Salesforce.com is required.
  • Strong analytical skills with an ability to identify business opportunities.
  • Clearly articulated understanding of trends and dynamics in the legal marketplace and what they may mean for PLI products and services.
  • Proven experience building and driving team culture required.
  • Ability and willingness to travel to client sites and conferences as needed.
  • High proficiency using MS Office, especially Excel.
  • Excellent written, presentation, interpersonal and negotiation skills are a must.
  • Displays professional demeanor and serves as a role model for staff.

 

ABOUT PLI

 

For over 80 years PLI has been considered the “gold standard” as a leader in continuing legal and professional business training education.  PLI presents over 400 live programs each year in state-of-the-art conference centers throughout the U.S. and abroad.  Recent international seminar locations include London and Hong Kong. 

 

In addition to hosting innovative live programs, PLI streams webcasts and offers on-demand programs for thousands of participants each day.  PLI publishes a variety of treatises, answer books, course handbooks and has an award-winning online research platform, PLI Plus. PLI offers the nation’s leading preparation course for the Patent Office’s Registration Exam, and provides SEC compliance and accounting training through its SEC Institute.  The organization also develops unique, engaging ways of learning through its Interactive Learning Center. Through its mission as a nonprofit organization, PLI is deeply committed to the pro bono community and public interest organizations.

 

BENEFITS AT PLI

 

PLI offers market-competitive compensation and a generous benefits package, including medical, dental and vision plans for employees and their families, PLI contributions to a retirement account, ample paid time off and holidays, summer Fridays, career development opportunities, and work-life balance initiatives.  The PLI work environment is interesting, collegial, intelligent and supportive.

 

Only those applicants who meet our requirements for this position will be contacted.

 

Practising Law Institute is an equal opportunity employer.  More information about PLI may be found on our website www.pli.edu.

 

EEO Statement

PLI is an equal opportunity employer and does not discriminate against any candidate based on age, race, color, religion, sex, sexual orientation, creed, national origin, marital status, disability, citizenship or veteran status.

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