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. Creates demand for the organization's 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 customer's senior management to understand their needs and link them to the organization's product/service strategies. Responsibilities are within the Account/Relationship Management Function as it relates specifically to telesales. Developing professional role with working knowledge in own discipline. Solves a range of routine problems. Demonstrates some proficiency with concepts and processes. Analyses possible solutions using standard procedures. Receives a moderate level of guidance and direction from more senior level roles.
Accountabilities:
Meet or exceed monthly and annual sales goals
Identifies and targets revenue/growth opportunities within an assigned territory/set of accounts; develops and implements a detailed strategic sales plan to demonstrate how to maximize those revenue opportunities
Identifies key contacts and decision makers within a customer organization and develops strong relationships with those contacts
Owns the relationship with the customer and is responsible for the overall health/status of the relationship
Provides customer feedback to other parts of the organization (i.e. segment, product, marketing) regarding product or content issues
Negotiates/renegotiates contracts
Demonstrates an in-depth understanding of LexisNexis products, content and solutions including the ability to articulate competitive differentiators and our value proposition
Other duties as assigned
Other Qualifications/Requirements:
Bachelor's degree holder or completed at least 2 years level in College (no back subjects/incomplete units)
2-3 years of proven sales experience, preferably in a high-volume sales organization or in a business-to-business environment (inside sales account management or territory sales)
Proven success in negotiating contracts and closing business
Strong verbal and written communication skills including the ability to present to an executive-level audience
Ability to effectively partner and collaborate across teams
Has a customer-focused mindset
Must be willing to work on a fixed night shift
Additional for internal applicants:
Must be in current role for 1 year
Must not have received any Disciplinary Action within the past 12 months
Must not have any Attendance and Punctuality issues in the past 12 month
Must have a Successful or above rating in the last Enabling Performance cycle
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