RELX Group Vertical Account Manager - Acquisition and Retention Solutions in New York

Vertical Account Manager - Acquisition and Retention Solutions

Category:

Location: New York, United States

This is an account management and sales position that exists to acquire and grow revenue within established enterprise sales accounts through sales of LexisNexis RISK Solutions products and solutions in an assigned account structure focused on an insurance carriers Acquisition and Retention needs. It is anticipated that Acquisition and Retention VAMs will insure 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.

Qualifications:

  • Bachelor’s Degree required. Liberal Arts degree with concentration in Psychology or Communications preferred. CPCU designation preferred.

  • Preferably 5-10 years of account management or business development of complex B2B integrated solutions, with large complex insurance companies. At least 7 years P&C industry experience in a P&L or Quota carrying role. Demonstrated track record of exceeding target 3 out of last 5 years and 2+ consecutive years.

  • Demonstrated ability to lead in a team selling environment focused on client benefit and overall success of LN sales team

  • Skilled at strategic networking, generating leads, building a pipeline, and closing business

  • Excellent communication and presentation skill with the ability to communicate at the decision making level.

  • Demonstrate outstanding networking capabilities and exhibit a professional demeanor, business maturity, and technical (PC and applications) knowledge.

  • This position requires travel which includes overnight travel as much at 40-60% travel requirement

  • Excellent project management and analytical skills

  • Experience / Knowledge of the usage of data and analytics for Acquisition and Retention marketing is preferred

  • North East location preferred but not required

  • Excellent skills with Excel, PowerPoint and Word; SAS skills a plus

Primary Accountabilities:

  • Meet or exceed monthly and annual revenue objectives.

  • Develop and implement account plans which identify sales strategies, assess revenue potential, and outline targeted activities to maximize revenue opportunities and penetrate market with RISK products and solutions. Account plans will also need to incorporate strategies involving Vertical Account Managers where appropriate.

  • Establish and maintain excellent customer relationships at all levels, and act as liaison between sales support and our customers in order to provide superior service and solutions.

  • Create and implement effective 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.

  • Develop research analysis techniques to determine customer prospects that RISK products and solutions can meet prospective customer business needs. Contact these prospects and determine the business needs, decision makers to penetrate new business relationships.

  • Understand the value of RISK products and pricing as well as competitive offerings and articulate RISK 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 client’s questions or implement solutions in a timely fashion

  • Maintain a current understanding of RISK competitor offerings (i.e., price, product, service, or solution) so that you can effectively sell the advantages of RISK 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.

At LexisNexis Risk Solutions, we believe in the power of data and advanced analytics for better risk management. With over 40 years of expertise, we are the trusted data analytics provider for organizations seeking actionable insights to manage risks and improve results while upholding the highest standards for security and privacy. Headquartered in metro Atlanta, LexisNexis Risk Solutions serves customers in more than 100 countries and is part of RELX Group plc, a world-leading provider of information and analytics for professional and business customers across industries. For more information, please visit www.lexisnexisrisk.com. LexisNexis Risk Solutions 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 accommodations@relx.com.