Field Client Manager

Reed Technology•Philadelphia, PA

2d•$65,600 - $109,200•Onsite

About The Position

The Field Client Manager is responsible for meeting and exceeding monthly and annual sales goals by developing detailed strategic sales plans to grow business within assigned accounts or territory. This role involves identifying and qualifying opportunities, developing a pipeline of viable opportunities, and effectively managing the pipeline with the account team, including timely follow-up of all leads and advancing them through the selling process to close. The Field Client Manager must provide accurate forecasts, customer, competitive, and market intelligence to management and business leadership, as well as the account team. A deep understanding of LexisNexis products, content, and solutions, including competitive differentiators and our value proposition, is essential. The role requires the ability to effectively communicate with executives and high-level officials within customer organizations and collaborate with other LexisNexis sales team members to secure new business. This includes providing input on the development of marketing plans and programs to maximize goals. The Field Client Manager will build and maintain 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, which may include major strategic customers within a geographic or industry focus. The role typically identifies, develops, and closes new sales opportunities, has direct contact with clients with moderate opportunity to negotiate, and creates demand for the organization's products and services by raising their profile with customers. Achieving revenue targets by increasing revenue spend per account is a key objective. The Field Client Manager may conduct regular status and strategy meetings with the customer's senior management to better understand their needs and link them to the organization's product/service strategies. This role owns the territory or account approach, monitors resources, and works within the overall sales plan developed by the manager. It involves developing and applying broad knowledge of products and solutions, typically for products/services or territories/accounts of moderate complexity. The Field Client Manager interprets internal/external business issues and applies them to their role, solving problems in straightforward situations using technical experience, judgment, and precedents. This role impacts the quality of their own work and the work of others on the team, operating within guidelines and policies. There are no supervisory responsibilities, but the role provides informal guidance to new team members and may train new team members and provide input to employee performance evaluations. Other duties as assigned.

Requirements

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 (Salesforce)
Ability to travel up to 50% of the time
Ability to lift/carry laptop and other sales materials up to 25 lbs.

Responsibilities

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