RELX Group Relationship Manager BIS in United States
Relationship Manager BIS
Location: United States
This field based sales position exists to protect, secure, and grow the revenue position of LexisNexis within an assigned territory. This role will grow this revenue stream via expert client management, strategic deployment of resources (e.g., professional consultants, marketing, etc.), and spearheading the penetration of LN solutions throughout specific departments in the enterprise.
Meet or exceed monthly and yearly revenue objectives
Develop strategic account plans for all customers in an assigned territory. This should include identifying sales retention and penetration strategies aimed at positioning LexisNexis as the superior source in meeting the potential buyers information needs to maximize revenue opportunities, using business analysis tools to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats, managing and strategically deploying all resources necessary to secure the business, (i.e. consultants, technical and product support, marketing, pricing, etc.), developing key contacts and business relationships with influential individuals and high level decision makers.
Sell the value of LexisNexis to corporate professionals within an assigned territory by articulating how our solutions meet their information needs. This will be accomplished through secure first appointments, advancing appointments, closing appointments, consulting sessions and group presentations.
Develop an in depth understanding of all LexisNexis business information solutions products and competitive products to articulate the benefits and advantages of LexisNexis products, and handle customer concerns or objections.
Utilize all required processes, tools and systems including TAOP and Siebel
Other duties as assigned
Bachelors degree or equivalent experience
5-7 years proven business to business solution sales experience, preferably with complex products or solutions
Solid strategic account planning and penetration skills
In depth industry knowledge and the ability to quickly develop an in depth understanding of LN products and services
Experience working as part of a team in a highly complex matrixed corporate environment
Understanding and expertise in computer hardware and software including Windows XP, Excel, Outlook, PowerPoint, Word, and the Internet.
Executive level communication and presentation skills
Documented history of sales overachievement
Deep understanding of Strategic Selling (TAOP, Miller Heiman, etc), Value selling, Team Selling, and CRM systems (Siebel is preferred)
Strong time management, organizational and forecasting skills
Strong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures.
Executive presence to convince customers to purchase LN products and services.
Politically savvy to understand and manage the power relationships in the LN organization and in other organizations/firms. Includes the ability to identify the real decision makers and key influencers, and to predict how new events or situations will affect individuals and groups within the organization.
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 LexisNexis 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.