Field Client Manager

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

Qualifications:

• 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.

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