RELX Group Strategic Account Manager in United States
Strategic Account Manager
Location: United States
Basic Job Function: This is a sales position that exists to manage, and grow revenue in the most strategic accounts through sales of LexisNexis Risk Solutions products and solutions within a small number of named accounts. It is anticipated that you will ensure and grow this revenue stream via the development and ongoing maintenance of a strategic account plan and the definition of the strategic deployment of resources required to drive the penetration of RISK solutions through the enterprise within your assigned accounts, and to maintain the base revenue that is already present in those accounts.
Accountabilities: Meet or exceed monthly and annual revenue objectives within a defined list of named accounts. Develop and implement strategic account plans which identify sales strategies, for top accounts and assess revenue potential, and outline targeted activities, and required cross functional resources required to maximize revenue opportunities and penetrate market with RISK products and solutions. Develop clear and thorough sales plans for each accounts detailing all relevant information about an account, its industry, and its specific RISK history so that you can strategically target your efforts to determine additional product or solutions RISK can provide. 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 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. 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. 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 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 clients 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. Experience in a heavily matrixed environment managing cross functional resources. 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. Perform other duties as assigned.
Qualifications: BS/BA or equivalent, MBA optional but preferred 7+ years proven sales experience. Work experience in the professional sales environment desirable. C-level sales experience. Strong oral and written communication skills as well as presentation skills. Proven experience and track record in managing strategic National and or Global accounts. Strong organizational and forecasting skills. Understanding of the corporate and/or professional research process and have the ability to quickly develop an in depth understanding RISK products and services and how they apply to the customers needs. 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 requirements.
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 email@example.com.