Field Client Manager

Job Description

The Client Manager is responsible for retaining business revenue through the sale of LexisNexis specialty products, services and content within assigned accounts or territory.

Accountabilities:

Meet or exceed monthly and annual sales goals

Develop detailed strategic sales plans to demonstrate how to grow business within assigned accounts or territory

Identifies and qualifies opportunities, develops a pipeline of viable opportunities and effectively manages the pipeline with the account team, including timely follow up of all leads and advancing leads through selling process to close

Provides accurate forecasts, customer, competitive and market intelligence to management and business leadership and to the account team

Understand and demonstrate an in-depth understanding of LexisNexis products, content and solutions including the ability to articulate competitive differentiators and our value proposition

Ability to identify and communicate effectively with executives or other high level officials within a customer's organization

Collaborate with other LexisNexis sales team members to secure new business; provide input in conjunction with account team on development of Marketing plans and programs to maximize goals

Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus

Identifies, develops and typically closes new sales opportunities

Has direct contact with clients with moderate opportunity to negotiate

Creates demand for the organizations products and services by raising their profile with customers

Achieves revenue targets by increasing revenue spend per account

May conduct regular status and strategy meetings with the customers senior management to better understand their needs and link them to the organizations product/service strategies

Owns territory or account approach and monitors resources while working within the overall sales plan developed by the manager

Develops and applies broad knowledge of products and solutions

Typically responsible for products/services or territories/accounts that have moderate complexity

Interprets internal/external business issues and applies them to own role

Solves problems in straightforward situations; analyzes possible solutions using technical experience, judgment and precedents

Impacts quality of own work and the work of others on the team; works within guidelines and policies

No supervisory responsibilities but provides informal guidance to new team members

May train new team members and provide input to employee performance evaluations

Other duties as assigned

Qualifications:

Bachelor's degree or equivalent experience

3+ years proven experience generating new business sales, preferably in a business to business environment

Self-driven, motivated and results oriented with new business sales (or hunter) mentality

Strong new business prospecting, selling, negotiating and closing skills

Strong verbal and written communication skills including the ability to present to an executive-level audience

Ability to effectively partner and collaborate across teams

Strong understanding and use of Strategic Selling techniques and CRM systems (Salesforce)

Ability to travel up to 75% of the time

Ability to lift/carry laptop and other sales materials up to 25 lbs.

U.S. National Base Pay Range: $64,300 - $107,100. Total Target Cash: $98,900 - $164,900. Geographic differentials may apply in some locations to better reflect local market rates. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter. We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer to our US full- and part-time employees working at least 20 hours or more per week: ● Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits ● Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan ● Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs ● Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity ● Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits ● Health Savings, Health Care, Dependent Care and Commuter Spending Accounts ● In addition to annual Paid Time Off, we offer up to two days of paid leave each to participate in Employee Resource Groups