RELX Group Field Account Manager - CMM in California
Field Account Manager - CMM
Location: California, United States
This is a sales position that exists to acquire and grow revenue within sales accounts through sales of LexisNexis RISK Solutions products and solutions in an assigned account structure. It is anticipated that FAMs will ensure and grow additional revenue opportunities and protect revenue base via a total solutions strategic approach, and spearhead the penetration of LexisNexis RISK solutions within assigned accounts through calling (both in the field and telephonically) on existing accounts/bill groups for incremental revenue and growth. |
Manage territory projections and plans, and develop/implement sales activities that assess revenue potential, and target revenue opportunities. This encompasses driving revenue generating activities through-out the household account including subsidiaries.Collaborating and clearly communicating challenges/opportunities are keys to this roles success
Oversee all Siebel forecasting activities.
Manage customer roadmap retention plans/actions to ensure protection of base revenue.
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 assigned accounts.
Support the efforts of the Strategic Account Manager including on-site visits, demonstrations and customer educational activities.
Secure meeting appointments, gather information on customer needs, position and demonstrate LexisNexis RISK Solutions product as solutions to customer's business issues, manage customer objections, negotiate pricing and contracts and close the sale.
Develop gap analysis techniques to determine incremental opportunities within existing accounts.
Contact and meet with account decision makers to determine the business needs to penetrate new business opportunities.This includes SAM collaboration and highlighting challenges, when deemed necessary, to the Director of Sales and/or VP of vertical sales channel.
Develop planning regimen to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats.
Understand the value of LexisNexis RISK Solutions products and pricing as well as competitive offerings and articulate key benefits in a manner meaningful to a customer.
Provide on-site customer support where and when needed.
Clearly demonstrate your understanding of LexisNexis RISK Solutions pricing, administrative procedures, and organization to effectively answer clients questions or implement solutions in a timely fashion
Maintain a current understanding of LexisNexis RISK Solutions competitor offerings (i.e., price, product, service, or solution) so that you can effectively sell the advantages of LexisNexis RISK Solutions over that offered by its competitors.
Demonstrable ability to communicate effectively across client and internal executive suites. Additional capabilities to optimize communication style and cadence across functional teams (client and internal) to ensure concise and specific messaging is delivered to move conversations forward.
Work closely in a team environment with sales support and technical implementation employees to satisfy customer needs.
Formulate a professional development plan with your manager with respect to internal/external educational programs so that your knowledge can be leveraged with your assigned territory.
This position is part of a strong comprehensive sales team including the Strategic Account Manager (SAM) and Account Manager (AM).
Perform other duties as assigned.
BS/BA or equivalent
3-5 years proven sales experience
Ability to close a sale
Work experience in a professional sales environment desirable Strong organizational, interpersonal, communication, time management and forecasting skills
Understanding of professional research process and have the ability to quickly develop an in depth understanding of LexisNexis RISK Solutions products and solutions and how they apply to the customers' needs.
Demonstrate outstanding sales and cross functional networking capabilities, and exhibit a professional demeanor, business maturity, and technical knowledge
Able to work cohesively as part of a team, accomplishing mutual team goals Siebel forecasting and funnel management knowledge a key requirement of the position.
This position may require up to 40% travel.
Command of LN Risk solutions, content and applications in the industries service.
Must be familiar with regulatory guidelines that govern covered industries.
Adaptability to properly align discussions across client contacts in real-time.
LexisNexis Risk Solutions (www.lexisnexis.com/risk) is a leader in providing essential information that helps customers across all industries and government predict, assess and manage risk. Combining cutting-edge technology, unique data and advanced scoring analytics, we provide products and services that address evolving client needs in the risk sector while upholding the highest standards of security and privacy. LexisNexis Risk Solutions is part of Reed Elsevier, a leading publisher and information provider that serves customers in more than 100 countries with more than 30,000 employees worldwide.