The Client Manager is responsible for retaining business revenue through the sale of LexisNexis specialty products, services and content within assigned accounts or territory.
Meet or exceed monthly and annual sales goals
Develop detailed strategic sales plans to demonstrate how to grow business within assigned accounts or territory
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
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 differentiators 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 influencers at 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
Other duties as assigned
Bachelor's degree or equivalent experience
3+ years proven experience generating new business sales, preferably in a business to business environment
Self-driven, motivated and results oriented with new business sales (or hunter) mentality
Strong new business prospecting, selling, negotiating and closing skills
Strong verbal and written communication skills including the ability to present to an executive-level audience
Ability to effectively partner and collaborate across teams
Strong understanding and use of Strategic Selling techniques and CRM systems
Ability to travel up to 75% of the time
Ability to lift/carry laptop or IPad and other sales materials up to 25 lbs.
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 firstname.lastname@example.org or if you are based in the US you may also contact us on 1.855.833.5120.
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According to the US Bureau of Labor Statistics (BLS), employment in computer and information technology occupations is projected to grow 11 percent from 2019 to 2029, much faster than the average for all occupations. These occupations are projected to add about 531,200 new jobs. Demand for these workers will stem from greater emphasis on cloud computing, the collection and storage of big data, and information security.
According to BLS, the median annual wage for computer and information technology occupations was $91,250 in May 2020, which was higher than the median annual wage for all occupations of $41,950.