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.
  
  

U.S. National Base Pay Range: $64,300 - $107,100. Total Target Cash: $98,900 - $164,900. Geographic differentials may apply in some locations to better reflect local market rates. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter. We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer to our US full- and part-time employees working at least 20 hours or more per week:

• 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