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Client Manager BIS - DC Job Details
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| Client Manager BIS - DC (Ref: LEX004LB) | |
| Sector, Sub Sector: | Other |
| Compliance Type: | Regulatory/Compliance |
| Expertise: | - |
| Company: | Lexis Nexis |
| Location: | Washington , District Of Columbia Americas, United States |
| Employment Type: | - |
| Job Description: |
This field based sales position exists to protect, secure, and grow the revenue position of LexisNexis within an assigned territory. This role will grow this revenue stream via expert client management, strategic deployment of resources (e.g., professional consultants, marketing, etc.), and spearheading the penetration of LN solutions throughout specific departments in the enterprise. Accountabilities: 1. Meet or exceed monthly and yearly revenue objectives 2. Develop strategic account plans for all customers in an assigned territory. This should include identifying sales retention and penetration strategies aimed at positioning LexisNexis as the superior source in meeting the potential buyers information needs to maximize revenue opportunities, using business analysis tools to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats, managing and strategically deploying all resources necessary to secure the business, (i.e. consultants, technical and product support, marketing, pricing, etc.), developing key contacts and business relationships with influential individuals and high level decision makers. 3. Sell the value of LexisNexis to corporate professionals within an assigned territory by articulating how our solutions meet their information needs. This will be accomplished through secure first appointments, advancing appointments, closing appointments, consulting sessions and group presentations. 4. Develop an in depth understanding of all LexisNexis business information solutions products and competitive products to articulate the benefits and advantages of LexisNexis products, and handle customer concerns or objections. 5. Utilize all required processes, tools and systems. 6. Other duties as assigned 1. Bachelors degree or equivalent experience 2. 5-7 years proven business to business solution sales experience, preferably with complex products or solutions 3. Solid strategic account planning and penetration skills 4. In depth industry knowledge and the ability to quickly develop an in depth understanding of LN products and services 5. Experience working as part of a team in a highly complex matrixed corporate environment 6. Understanding and expertise in computer hardware and software including Windows XP, Excel, Outlook, PowerPoint, Word, and the Internet. 7. Executive level communication and presentation skills 8. Documented history of sales overachievement 9. Deep understanding of Strategic Selling (TAOP, Miller Heiman, etc), Value selling, Team Selling, and CRM systems (Siebel is preferred) 10. Strong time management, organizational and forecasting skills 11. Strong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures. 12. Executive presence to convince customers to purchase LN products and services. 13. Politically savvy to understand and manage the power relationships in the LN organization and in other organizations/firms. Includes the ability to identify the real decision makers and key influencers, and to predict how new events or situations will affect individuals and groups within the organization. 14. Ability to lift or carry laptop and collateral sales materials of approximately 25 pounds. |
| Job Ref No: | LEX004LB |
