The Client Manager is responsible for retaining business revenue through the sale of LexisNexis specialty products, services and content within assigned accounts or territory. You will develop detailed strategic sales plans to demonstrate how to grow business within assigned accounts or territory. The Client Manager identifies and qualifies opportunities, develops a pipeline of viable opportunities and effectively manages the pipeline with the account team, including timely follow up of all leads and advancing leads through selling process to close.
Accountabilities:
- Meet or exceed monthly and annual sales goals
- Provides accurate forecasts, customer, competitive and market intelligence to management and business leadership and to the account team
- Understand and demonstrate an in-depth understanding of LexisNexis products, content and solutions including the ability to articulate competitive differences and our value proposition
- Ability to identify and communicate effectively with executives or other high level officials within a customer’s organization
- Collaborate with other LexisNexis sales team members to secure new business; provide input in conjunction with account team on development of Marketing plans and programs to maximize goals
- Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influences an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus
- Identifies, develops and typically closes new sales opportunities
- Has direct contact with clients with moderate opportunity to negotiate
- Creates demand for the organizations products and services by raising their profile with customers
- Achieves revenue targets by increasing revenue spend per account
- May conduct regular status and strategy meetings with the customers senior management to better understand their needs and link them to the organizations product/service strategies
- Owns territory or account approach and monitors resources while working within the overall sales plan developed by the manager
- Develops and applies broad knowledge of products and solutions
- Typically responsible for products/services or territories/accounts that have moderate complexity
- Interprets internal/external business issues and applies them to own role
- Solves problems in straightforward situations; analyzes possible solutions using technical experience, judgment and precedents
- Impacts quality of own work and the work of others on the team; works within guidelines and policies
- No supervisory responsibilities but provides informal guidance to new team members
- May train new team members and provide input to employee performance evaluations
- Ability to travel up to 75% of the time
Qualifications:
- 3+ years proven experience generating new business sales
- 3+ years in field based technical sales
Preferred Qualifications:
- Bachelor’s degree or equivalent experience
- New business sales, preferably in a business to business environment
- Self-driven, motivated and results oriented with new business sales (or hunter) mentality
- New business prospecting, selling, negotiating and closing skills
- Verbal and written communication skills including the ability to present to an executive-level audience
- Ability to effectively partner and collaborate across teams
- Understanding and use of Strategic Selling techniques and CRM systems
LexisNexis, a division of RELX Group, is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact accommodations@relx.com or if you are based in the US you may also contact us on 1.877.734.1938.
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