Head of Sales Australasia

DIVISIONOur customers across the Maritime sector, range from Governments, Financials to Ship-owners who rely on the critical advantage our intelligence, Insight & Marketing Services delivers, from on-the-ground reporters and live market-leading data to help mitigate and minimise risk during times of crisis and discover new business opportunities.Our globally connected analyst team delivers deep data, timely insights, case reporting and highly respected analysis of market developments as well as valuable forecasting and consulting capabilities.Our mission is to provide a valuable advantage across 5 key industries within the Maritime sector. From news and insight, vessel tracking and casualties; Lloyd’s List & Lloyd’s List Intelligence remains the most trusted intelligence source in global Maritime space, as it has been since 1734.JOB PURPOSEThis role is accountable for meeting and exceeding the monthly, quarterly and annual orders and sales targets of the Maritime & Law such that it achieves sustainable, profitable Growth. The Maritime & Law Vertical produces revenue from four strategic revenue streams. These are Subscriptions, Consulting, Marketing Services and One Time Sales. The role also has a Corporate Account Manager rolling up this position.ROLE AND RESPONSIBILITIES – AustraliaLeading the Australian Sales TeamEstablishing and executing sales strategy for the Maritime & LawThe planning and implementation of the sales coverage modelExceeding monthly, quarterly, and annual sales targets in line with the verticals goal and II compensation architecture.The recruitment, professional development, and retention of sales representativesThe creation and execution of account plans for key accounts.The creation and execution of territory plans for business developmentThe execution of best practice pipeline and opportunity management and disciplined usage of the company system of record for CRM (SalesForce.com)Timely and accurate forecasting of orders and sales on a monthly, quarterly, and annual basis.Quarterly and annual performance appraisal and management of sales representativesEstablishing and maintaining a positive morale and motivation across the sales team.KEY PERFORMANCE INDICATORSOrders and sales meeting and exceeding the vertical goalValue based renewal rates to exceed 90%Voluntary attrition not to exceed 10%Growing New Business Sales Pipeline to 5x the targetManagement of the department to the allocated headcount and budget.Staying diligent on Sales Force CRM and other metricsSpending 70% of your time with clients