Title: Tele Acct Mgr BIS Small Mkt
Location: NA-USA-Ohio
Job Number: LEX0076N
LexisNexis is taking a proactive approach to building talent pipelines in certain geographic locations. Although we do not have a current open in the area, we are interested in talking to candidates in this location for future opportunities.
Basic Job Function ~This telephonic sales position exists to protect, secure, and grow the revenue position of LexisNexis within an assigned small market 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.
Accountabilities
1. Meet or exceed monthly and yearly revenue objectives
2. Develop strategic territory plans 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.
3. 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.
4. Develop an in depth understanding of all LexisNexis business information solution products and competitive products to articulate the benefits and advantages of LexisNexis products, and handle customer concerns or objections.
5. Utilize all required processes, tools and systems including TAOP and Siebel
6. Other duties as assigned
Qualifications
1. Bachelors degree or equivalent experience
2. 3-5 years proven business to business solution sales experience, preferably with complex products or solutions over the phone
3. Solid strategic account planning and penetration skills
4. In depth industry knowledge and the ability to quickly develop an in depth understanding of LN products and services
5. Experience working as part of a team in a highly complex matrixed corporate environment
6. Understanding and expertise in computer hardware and software including Windows XP, Excel, Outlook, PowerPoint, Word, and the Internet.
7. Executive level communication and presentation skills
8. Documented history of sales overachievement
9. Deep understanding of Strategic Selling (TAOP, Miller Heiman, etc), Value selling, Team Selling, and CRM systems (Siebel is preferred) 10. Strong time management, organizational and forecasting skills
11. Strong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures.
12. Executive presence to convince customers to purchase LN products and services.
13. 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.
14. 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 Reed Elsevier, LexisNexis Legal & Professional serves customers in more than 100 countries with 10,000 employees worldwide.
Qualifications:
Qualifications
1. Bachelors degree or equivalent experience
2. 3-5 years proven business to business solution sales experience, preferably with complex products or solutions over the phone
3. Solid strategic account planning and penetration skills
4. In depth industry knowledge and the ability to quickly develop an in depth understanding of LN products and services
5. Experience working as part of a team in a highly complex matrixed corporate environment
6. Understanding and expertise in computer hardware and software including Windows XP, Excel, Outlook, PowerPoint, Word, and the Internet.
7. Executive level communication and presentation skills
8. Documented history of sales overachievement
9. Deep understanding of Strategic Selling (TAOP, Miller Heiman, etc), Value selling, Team Selling, and CRM systems (Siebel is preferred) 10. Strong time management, organizational and forecasting skills
11. Strong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures.
12. Executive presence to convince customers to purchase LN products and services.
13. 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.
14. Ability to lift or carry laptop and collateral sales materials of approximately 25 pounds.
LexisNexis, a division of Reed Elsevier is an Equal Opportunity/Affirmative Action Employer
