RELX Group Sales Specialist- Courtlink in Dayton, Ohio
Sales Specialist- Courtlink
Location: Dayton, Ohio, United States
Sales Specialist (Courtlink) - Dayton
The Sales Specialist is responsible for driving revenue, POS and positively impacting use and preference within the assigned set of accounts by uncovering, understanding and communicating customer needs; training customers on new and existing offerings; and generating leads that result in increased use and sales of our products and content. This position works in a team environment and in conjunction with other sales resources to meet or exceed sales revenue, use and POS goals.
Develops relationships with customers in the assigned territory.
Uncovers and monitors the needs of customers through direct customer conversations; reviews appropriate literature/websites to stay informed of trends in the marketplace; and represents LN at relevant conferences. Communicates the findings from these experiences to LN management and product planners in order to help the company address, meet and exceed customer needs and concerns.
Creates account plans to prioritize sales activities within the assigned territory. Account plans are designed in conjunction with the sales teams to ensure alignment with overall plans and are continually updated to meet the changing needs of the business.
Regularly communicates with all sales team members across all Market Areas in the assigned territory to understand account priorities, updated strategy and to share feedback.
Identifies and shares leads and sales opportunities with sales resources to assist with advancing and closing new sales.
Based on overall territory and account plans, acts as content expert to lead and/or assist account team members with contract negotiations.
Trains on and drives initiatives to end users, building preference, use and gains new users.
Promotes LN?s product offerings via the Lexis Advance platform.
Delivers effective demonstrations, including articulating for the customer how the content or product addresses their specific need(s).
Responsible for working to resolve end-user issues related to things such as content, research process and product functionality.
Educates customers about the product offerings in meetings via phone, in person and via WebEx.
Utilizes all required processes, tools, systems sales metrics and reporting tools, such as Total Source and requisite LN sales processes and methodology, such as negotiation skills and Get Real Selling sales techniques.
Identifies and understands LN solutions and associated product requirements. Employs appropriate sales and negotiation skills to ask customers probing questions to identify and understand their needs; and generate and assist account team members with closing leads.
Partners with account teams to assist with business reviews.
Meets or exceeds sales goals and key objectives.
Bachelor degree or equivalent combination of education and experience.
3-5 years experience successfully selling technology, software and/or content solutions.
Proficiency in MS Office applications and online research services.
Excellent interpersonal skills and highly developed written, oral and presentation skills.
Demonstrated ability to probe for data, including customer needs and competitive intelligence, that will allow for effective problem resolution.
Ability to investigate for greater and more accurate understanding of customer situations in order to best address problems or opportunities.
Ability to build strong enduring relationships with internal and external customers and team members.
Demonstrated drive to sell/win, which includes overcoming obstacles to improve business results and performance levels to increase LN footprint in customer organizations.
Can require local or overnight business travel up to 25% per month. 10. Ability to lift or carry laptop and collateral sales materials of approximately 25 pounds.
LexisNexis Legal & Professional (www.lexisnexis.com) is a leading global provider of content and technology solutions that enable professionals in legal, corporate, tax, government, academic and non-profit organizations to make informed decisions and achieve better business outcomes. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis- and Nexis- services. Today, LexisNexis Legal & Professional harnesses leading-edge technology and world-class content, to help professionals work in faster, easier and more effective ways. Through close collaboration with its customers, the company ensures organizations can leverage its solutions to reduce risk, improve productivity, increase profitability and grow their business. Part of RELX Group plc, LexisNexis Legal & Professional serves customers in more than 100 countries with 10,000 employees worldwide. LexisNexis, a division of RELX Group, is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or firstname.lastname@example.org.