Manager, Membership Sales

OVERVIEW

Practising Law Institute (PLI) educates and informs lawyers and other professionals with innovative programs, publications, podcasts, and additional resources. With a sterling reputation developed over 90 years, PLI is a trusted source of professional development and knowledge for the legal community. A nonprofit organization, PLI is also known for its dedication to providing pro bono training and resources to ensure access to justice. PLI’s client base includes a large array of prestigious law firms, corporations, and government agencies. We are also proud to have recently been named one of the “Brands That Matter” by Fast Company. More information about PLI may be found on our website www.pli.edu.

PLI is searching for a sales professional to fill the role of Manager, Membership Sales (responsibilities and qualifications are described below). Work in a collaborative environment with a diverse, employee community where staff enjoy a generous benefits package and a genuine commitment to a work-life balance (4+ weeks of paid time off and hybrid remote/in-person schedules for most roles).

SUMMARY

The Manager, Membership Sales will be a representative of the industry leader in continuing legal education. Reporting to the Regional Director of Sales, the Manager, Membership Sales  will be responsible for reaching out to attorneys, professional development directors and other relevant professionals to represent PLI services, build and manage a pipeline for new sales, and acquire new accounts within the government sector for the Privileged Membership Program and other PLI products and services, as directed. 

The successful Manager, Membership Sales has the ability to develop trust, demonstrate their credibility with all account stakeholders through their knowledge of PLI products and services and acquired knowledge of the legal industry and government market. 

KEY RESPONSIBILITIES

• Attain sales targets and quotas on a quarterly basis.
• Grow Membership revenue by targeting Federal, State and Local government agencies.
• Establish and maintain strong relationships with attorneys and training professionals.
• Build and manage a sales pipeline of prospects for PLI products and services.
• Tailor presentations to the unique needs of the prospective account.
• Forecast sales revenue on a monthly, quarterly, and annual basis.
• Complete weekly sales performance reports and complete all Salesforce.com reporting in a timely and accurate manner.
• Present value propositions and offerings to prospects and new clients.
• Drive sales process by collaborating with internal stakeholders and customers to effectively close new client deals.
• Assist with the implementation and roll-out of subscriber agreements.
• Demonstrate an excellent ability to meet the demands of selling within the government sector.
• Exhibit a deep knowledge of PLI Products, as well as the legal profession.
• Bring experience and understanding of government sales processes via RFP and RFI, and other attributes of successfully selling in the government market.
• Occasional travel as required.
• Other duties, as assigned.

QUALIFICATIONS AND REQUIREMENTS

• Bachelor’s Degree is required.
• 3 - 5 years’ of government-related sales experience required.
• Demonstrated success in prospecting, building relationships, meeting requirements, and closing deals with contracts of at least $10,000 with the federal government, and other government agencies and entities.
• Proven ability to close new business deals and meet monthly/quarterly/annual sales quotas.
• Exudes superior business acumen, poise and executive presence. Highly articulate.
• Deadline-driven with excellent time management and organizational skills.
• Strong computer skills including knowledge of Salesforce and Microsoft Office.
• Self-motivated and proactive.
• Ability to work effectively both independently and as part of a team.
• Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback and applies knowledge to practical use on the job.
• Ability to travel as needed.
• Previous legal services experience or a J.D. a plus.

YOUR BENEFITS AT PLI

PLI offers a generous benefits package and is committed to creating an interesting, collegial, and supportive work environment:

• Medical, dental and vision plans for employees and their families
• Generous employer contribution to employee retirement savings account
• Ample paid time off and holidays, summer Fridays
• Flexible hybrid remote/in-person scheduling for most roles
• Unlimited access to LinkedIn Learning web-based training along with other career development opportunities
• Work-life balance initiatives
• One-time $500 Home Office Allowance
• Gym/Wellness Allowance of up to $300 each calendar year

COMPENSATION RANGE FOR THIS POSITION

$68,000 - $72,000 per annum (plus quarterly incentives based on performance) 

(Exact compensation offer may vary based on the candidate’s job-related skills and work experience.)