RELX Group Account Executive in Boca Raton, Florida

Account Executive

Category:

Location: Boca Raton, Florida, United States

Basic Job Function: This is an inside sales position that exists to acquire and grow revenue in new sources through sales of LexisNexis Risk Management products and solutions in an assigned territory or industry specific vertical. It is anticipated that you will ensure and grow this revenue stream via expert strategic deployment of resources and spearhead the penetration of LexisNexis Risk Management solutions through the enterprise within your assigned territory or industry vertical

Accountabilities:

  • Calls on leads supplied by Marketing Lead Generation team and develops pipeline.

  • Responsible for new sales.

  • Meet or exceed monthly and annual revenue objectives.

  • Develop and implement plans which identify sales strategies, assess revenue potential, and outline targeted activities to maximize revenue opportunities and penetrate market with LexisNexis Risk Management products and solutions.

  • Create and implement effective account/territory plans that include; developing and implementing a sales strategy considering new business growth, managing all resources necessary to drive new business; forecasting revenue; developing key contacts and business relationships within a new account including influential individual and high level decision makers.

  • Cold call to secure appointments, gather information on customer needs, position and demonstrate LexisNexis Risk Managements product as solutions to customer's business issues, manage customer objections, negotiate pricing and contracts and close the sale.

  • Develop research analysis techniques to determine customer prospects that Risk Management products and solutions can meet prospective customer business needs.

  • Contact these prospects and determine the business needs, decision makers to penetrate new business relationships.

  • Develop strategic sales plan using business analysis tools to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats.

  • Understand the value of LexisNexis Risk Management products and pricing as well as competitive offerings and articulate LexisNexis Risk Management benefits in a manner meaningful to a customer.

  • Manage customers, clients and prospective clients with clear communication and needs analysis.

  • Clearly demonstrate your understanding of LexisNexis pricing, administrative procedures, and organization to effectively answer clients questions or implement solutions in a timely fashion Maintain a current understanding of LexisNexis Risk Management's competitor offerings (i.e., price, product, service, or solution) so that you can effectively sell the advantages of LexisNexis Risk Management over that offered by its competitors.

  • Formulate a professional development plan with your manager with respect to internal/external educational programs so that you knowledge can be leveraged with your assigned territory.

  • This position is 1/3 of a strong comprehensive sales team including the Account Manager and Field Sales Representative.

  • Occasional travel required

  • Perform other duties as assigned

Qualifications:

  • BS/BA or equivalent

  • 1-3 yrs proven sales experience

  • Ability to close a sale

  • Work experience in a professional sales environment desirable

  • Strong organizational, time management and forecasting skills

  • Understanding of professional research process and have the ability to quickly develop an in depth understanding of LexisNexis Risk Management products and solutions and how they apply to the customers needs

  • Demonstrate outstanding networking capabilities and exhibit a professional demeanor, business maturity, and technical knowledge

  • Able to work as part of a team, accomplishing mutual team goals

  • Siebel knowledge a plus

  • Upon acceptance of this role, the selected internal candidate will be required to sign an updated Non-Competition Agreement or Non-Solicitation and Non-Disclosure Agreement as a condition of continued employment

  • Spanish language proficiency preferred