Sales Manager - SaaS/Life Science

at  Hanson Wade Group

Hanson Wade Group is a business intelligence organisation that specialises in data intelligence and establishing communities of key opinion leaders in the Life Sciences industry. Our data and conference products are considered best-in-class by the markets we serve. Our company is experiencing rapid growth, both in terms of revenues and headcount, and we have a clear ambition to double in size within the next 5 years, after already doubling in size in the last 5 years. It is an extremely exciting time to join, if you are looking for accelerated personal development and career progression.
The Team
The Beacon Sales team is responsible for selling subscriptions of our market-leading SaaS platform into the biopharmaceutical market. We believe that niche, tailored product offerings that respond to the specific needs of scientific communities provide us with a clear point of differentiation versus generic data providers. As such, we also believe that sales reps are most effective when they can demonstrate a deep understanding of the industry, achieve peer-level conversations with clients and challenge the status-quo. We pride ourselves on our in-depth understanding of theoretical sales methodology and process. There is a huge focus on training both technical sales-skill, and relevant product and sector knowledge.
The Role

The role is a managerial position with an expectation on developing and nurturing our new business sales team. You will be responsible for:

• Managing a team of 5-6 SME Account Sales Reps
• Delivery of Account retention targets & Account growth targets
• Effective reporting of sales effectiveness, rep performance, self generated opportunity rate & retention forecasting
• Capability to build, review and provide feedback on strategic account plans
• Ability to identify and predict at risk account renewals prior to account feedback as part of routine churn analysis to drive risk mitigation levers and tactics
• Developing systems and processes to enhance and streamline sales process
• Motivation and incentivisation of sales team
• Development of sales team to deliver greater revenue, greater value to existing clients and ability to develop reps into increasing seniority of roles
• Pipeline management and accuracy
• Effective training and development programs to increase skill of team and respond to changes in buyer habits and account service needs
• Collaboration with Marketing and Customer Success functions to drive volume and quality of sales opportunities into account team while providing maximum value for the accounts during retention lifecycle
• Effective resourcing to maximise account opportunity and drive an increase of NRR

What the role will provide you

• An unrivalled opportunity to grow a team managing a portfolio of high-value subscription accounts
• Management and sales leadership development
• Insight and experience of working in a high-growth professional environment
• Exceptional onboarding and ongoing personal development
• Progression that is only limited by your own rate of development (more detail below)

The successful candidate will be

• 2+ years of sales management
• Experience of selling into the biopharma market
• Demonstrable track record of delivering sales growth and team target over-performance
• Demonstrable track record of developing sales reps and furthering their careers
• Genuinely passionate about business and sales
• Highly motivated and driven to succeed
• Motivated by targets and always aiming to over-achieve
• Creative and high energy in everything you do
• Ambitious, while also recognising and celebrating the success of others
• Eagerness to learn and openness to development, while trusting in your own convictions
• Strong work ethic, while also appreciating that there is time to reflect on and enjoy your success

The person we have in mind will share our belief that:

• Sales ability is the number one business skill
• A great sales professional provides genuine business insights to prospects and clients
• It is vital to surround yourself with the right people who inspire you
• There is opportunity everywhere and that a proactive sales mindset leads to the greatest results

The role is a managerial position with an expectation on developing and nurturing our new business sales team. You will be responsible for:

• Managing a team of 5-6 SME Account Sales Reps
• Delivery of Account retention targets & Account growth targets
• Effective reporting of sales effectiveness, rep performance, self generated opportunity rate & retention forecasting
• Capability to build, review and provide feedback on strategic account plans
• Ability to identify and predict at risk account renewals prior to account feedback as part of routine churn analysis to drive risk mitigation levers and tactics
• Developing systems and processes to enhance and streamline sales process
• Motivation and incentivisation of sales team
• Development of sales team to deliver greater revenue, greater value to existing clients and ability to develop reps into increasing seniority of roles
• Pipeline management and accuracy
• Effective training and development programs to increase skill of team and respond to changes in buyer habits and account service needs
• Collaboration with Marketing and Customer Success functions to drive volume and quality of sales opportunities into account team while providing maximum value for the accounts during retention lifecycle
• Effective resourcing to maximise account opportunity and drive an increase of NR

What the role will provide you

• An unrivalled opportunity to grow a team managing a portfolio of high-value subscription accounts
• Management and sales leadership development
• Insight and experience of working in a high-growth professional environment
• Exceptional onboarding and ongoing personal development
• Progression that is only limited by your own rate of development (more detail below