RELX INC Field Account Manager, CMM in Springfield, Illinois
B asic Job Function: This is a sales position that exists to acquire and grow revenue within existing C ommunications, Mobile & Media (CMM) account base and horizontal prospecting. Within CMM clients, candidate should have a baseline understanding of Telecommunications and Cable business models. Additionally, CMM supports media companies (e.g. Warner Bros, Universal, Turner Media, etc.).
The role’s success is accomplished th rough sales of LexisNexis R isk Solutions (LNRS) products and solutions in an assigned account structure. It is anticipated that FAMs will ensure and grow additional revenue opportunities and protect revenue base via total end-to-end solutions strategic approach . The FAM will spearhead the penetration of L NRS within assigned accounts through calling (both in the field and telephonically) for incremental revenue and growth. Requirements:
BS/BA or equivalent
3-6 years proven sales experience, a bility to close a sale
Work experience in a professional sales environment desirable
Strong organizational, interpersonal, time management and forecasting skills
Understanding of professional research process and can quickly develop an in depth understanding of LNRS products and solutions and how they apply to the customer ’ s needs.
Demonstrate outstanding sales and cross functional networking capabilities, and exhibit a professional demeanor, business maturity, and technical knowledge
Able to work cohesively as part of a team, accomplishing mutual team goals in conjunction with Sales Director (SD), Strategic Account Managers (SAM), and Account Manager s (AM) .
SalesForce forecasting and funnel management knowledge a key requirement of the position .
Command of LNRS content and applications in the CMM industry services
Must be familiar with regulatory guidelines that govern covered industries
This position may require up to 50% travel
Meet or exceed monthly and annual revenue objectives.
Manage territory projections and plans, and develop/implement sales activities that assess revenue potential, and target revenue opportunities. This encompasses driving revenue generating activities through-out the household account including subsidiaries.
Oversee all Siebel forecasting activities.
Manage customer roadmap retention plans/actions to ensure protection of base revenue.
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 assigned accounts.
Support the efforts of the National Account Manager including on-site visits, demonstrations and customer educational activities.
Secure meeting appointments, gather information on customer needs, position and demonstrate LNRS product as solutions to customer's business issues, manage customer objections, negotiate pricing and contracts and close the sale.
Develop gap analysis techniques to determine incremental opportunities within existing accounts.
Contact and meet with account decision makers to determine the business needs to penetrate new business opportunities.
Develop planning regimen to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats.
Provide on-site customer support where and when needed.
Maintain a current understanding of LNRS competitor offerings (i.e., price, product, service, or solution) so that you can effectively sell the advantages of LexisNexis RISK Solutions over that offered by its competitors.
Work closely in a team environment with sales support and technical implementation employees to satisfy customer needs.
Must be familiar with regulatory guidelines that govern covered industries.
Perform other duties as assigned.
At Lexis Nexis Risk Solutions, having diverse employees with different perspectives is key to creating innovative new products for our global customers. We have 30 diversity employee networks globally and prioritize inclusive leadership and equitable processes as part of our culture. Our aim is for every employee to be the best version of themselves. We would actively welcome applications from candidates of diverse backgrounds and underrepresented groups.
We are 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 email@example.com or if you are based in the US you may also contact us at 1.855.833.5120.
RELX is a global provider of information and analytics for professional and business customers across industries.
We help scientists make new discoveries, lawyers win cases, doctors save lives and insurance companies offer customers lower prices. We save taxpayers and consumers money by preventing fraud and help executives forge commercial relationships with their clients.
In short, we enable our customers to make better decisions, get better results and be more productive.