Shape the Future with Dun & Bradstreet
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The Field Sales function is responsible for managing and growing a portfolio of Government and Public Sector clients, selling Dun & Bradstreet's data, analytics, and risk solutions to both existing and new customers. The role focuses on maintaining and expanding revenue through renewals, win-back activities, cross-sell and upsell opportunities, while building long-term relationships with stakeholders across Central Government, Local Authorities, NHS Trusts, and Universities.
Essential Key Responsibilities
Act as a trusted advisor to Public Sector organizations by developing strong relationships with key stakeholders and decision-makers. Conduct strategic conversations to understand organizational priorities, procurement requirements, and operational challenges while positioning Dun & Bradstreet's solutions to support their objectives.
Maintain and grow an existing portfolio of Government and Public Sector accounts through successful renewal management, retention activities, and proactive customer engagement.
Identify and develop new business opportunities within existing accounts and across the wider Public Sector market through cross-selling, upselling, and new account acquisition, working closely with Solutions Sales teams.
Develop a strong understanding of Public Sector procurement frameworks, purchasing processes, funding models, and buying cycles to effectively navigate opportunities and maximize revenue growth.
Take end-to-end ownership of sales opportunities, including stakeholder engagement, solution positioning, commercial negotiations, contracting, and internal approval processes.
Navigate complex sales cycles involving multiple stakeholders, procurement teams, budget holders, and decision-makers across Public Sector organizations.
Build and maintain a healthy pipeline of forecasted opportunities to achieve annual revenue and growth targets.
Ensure compliance with all company policies and maintain accurate account information, opportunity tracking, forecasting, and territory planning within Salesforce (SFDC) and other sales tools.
Develop deep relationships across the Public Sector landscape and maintain regular customer engagement through both virtual and face-to-face meetings.
Essential Skills and/or Certifications
- Some experience in a field sales role or at least 4 years experience in an Inside Sales Relationship Management role preferred.
- Previous experience selling into Public Sector bodies is not essential, but a benefit. Support/mentoring will be provided to ensure a clear understanding of Public Sector procurement and framework structures is understood, to aid development in the role.
- Experience in interacting with senior sales members to support sales strategies and campaigns.
- Proven success in closing sales, winning clients, managing client relationships and attaining or exceeding annual quota(s)
- Ability to rapidly assess client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth
- Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment Maintain consistent and accurate data in relevant CRM software (e.g. SFDC) and other sales tools to support territory, account planning and forecasting. Willingness to develop, be coached and embrace continued learning
