Role: Business Development Manager

Location: London, Waterloo (hybrid)

 

Apply now

 

 

About The Lawyer…  

The Lawyer is an award-winning, market-leading brand. It focuses on the business of law – which law players have a distinct and winning strategy, which are financially performing, which are using tech to transform their services, and which are building sustainable cultures and organisations.   

It has over 300 subscribing organisations, 60k individual users, including over 90% of the 50 largest UK and 50 largest US law firms operating internationally out of the London marketplace. We aim to provide data-rich insight that helps senior legal leadership teams see around corners.   

The Lawyer recruitment team provides its clients with highly relevant and effective channels to engage with target candidates.

 

Purpose of Role…

The successful candidate will sell recruitment advertising solutions to a dedicated client base of Legal companies and recruitment consultancies via the phone. The role is split 60% new business and 40% of existing account management (renewals & upsells) in order to maintain The Lawyer brands dominant position as a market leader in its community.

 

Key Accountabilities:

  • Selling across a portfolio of products including recruitment advertising online and brand extensions like The Lawyer Awards and associated conferences.
  • Presenting to key decision makers at law firms, marketing agencies, high spending recruitment consultancies and advertising agencies (and other relevant clients) over the phone and face to face
  • Ensuring maximum revenue at maximum yield is achieved.
  • Cross Selling and up-selling additional online options.
  • Maintaining all records on the Salesforce database ensuring that all individual, company details and sales pipelines are correct and up to date.
  • Ensuring signed order confirmations are received before jobs are published.
  • Negotiating with customers and media agencies.
  • Researching and canvassing for new business.
  • Identifying sales opportunities and effectively presenting key features.
  • Monitor competitor publications and websites to seek and convert leads. Also monitor new clients and industry developments for lead conversion.
  • Effective time management of weekly bookings and monthly credit contracts.
  • Working to agreed targets and effective communication of revenue booked to ensure up to date revenue records.
  • Adherence to the Centaur Sales Excellence Programme including 90 minutes of client contact time per day.

 

Skills & Knowledge:

Relationship Management

  • Deliver Maximum revenues from new and existing clients while offering an excellent client service.
  • Generating new contacts/business to raise the profile of the brand, and to generate new revenue sources.
  • Maintaining and building client relationships.
  • Attend industry events and awards when possible to do so.

Knowledge

  • Good grasp of modern sales process, using data and insight to drive sales.
  • Understanding USP’s and benefits of own and competitor products.
  • Understanding market trends and developments to maximise sales opportunities.
  • Researching company activities, divisions, locations, size of clients and recruitment activity.

Communication

  • Contacting key decision makers to develop an understanding of their business.
  • Developing relationships with existing clients and new contacts.
  • Preparing templates for email proposals.
  • Communicating regularly with management regarding prospective business and objectives planned for agencies / clients.
  • Ability to work remotely.

 

Key Competencies:

  • Experience of recruitment or fast paced B2B sales.
  • Proven sales and negotiation skills
  • Self-Motivated
  • Team-Player who is comfortable working remotely.
  • Excellent time management
  • Resilience

 

Success Measures…

Overall uplift in recruitment revenues for your assigned client base, demonstrating a mix of new product development, sales and enhanced revenue generation on existing products

Achievement of personal and team revenue targets as agreed with the Revenue Director.

 

What we can offer you:

  • A varied workload with products that engage clients and address every element of their recruiting mix
  • Exposure to a market which is undergoing rapid change with potential to partner with well-known 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.