Field Client Manager

LexisNexis • Philadelphia, PA

9d

About The Position

The Client Manager is responsible for retaining business revenue through the sale of LexisNexis specialty products, services and content within assigned accounts or territory. Accountabilities: 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

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
• Ability to travel up to 75% of the time
• Ability to lift/carry laptop or IPad 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

Benefits

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• In addition to annual Paid Time Off, we offer up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees