Posted by: LexisNexis on May 25, 2023
São Paulo, Brazil
Key ResponsibilitiesMeet or exceed monthly and yearly revenue objectivesDevelop strategic account plans for all customers in an assigned territory. This should include identifying sales retention and penetration strategies.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.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 accountsSell the value of Nexis Solutions 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.Creates demand for Nexis Solutions products and services by raising their profile with customers.Develop an in depth understanding of all Nexis Solutions products and competitive products to articulate the benefits and advantages of our products, and handle customer concerns or objections.Attending LN-organised/sponsored customer events as required.Conducting appropriate product demonstrations and client presentations.Ensuring customer experience in terms of quantity and quality of contact is in line with targets.Effectively working alongside other stakeholder departments (marketing, product, customer success, segment teams) to ensure an integrated approach to customer care and to ensure market needs are being met.Demonstrate complete knowledge of the features, advantages and benefits of all LexisNexis products, and be able to demonstrate them fully.Timely production of regular and ad hoc sales reports, keeping up to date with market changes and developments, and new products.Fullfil and report activities correctly, alongside with the updating of sales pipeline, using the LexisNexis CRM and ERP systems.Specialist Knowledge / Skills Required3 years minimum of working successfully in an account management role in a challenging and commercially driven B2B sales environmentPrevious work in services industryStrong and proven negotiation skillsDemonstrable experience of building and maintaining excellent customer relationshipsApplied knowledge of best practice sales techniques, including negotiation, presentation skills and general communicationEmploys a client centric, profit driven approachAble to absorb and retain a large amount of product, system and market informationSolid strategic account planning and penetration skillsExperience working as part of a team in a highly complex matrixed corporate environmentExecutive level communication and presentation skillsStrong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures.Ability to identify the real decision makers and key influencers, and to predict how new events or situations will affect organizationsCompetenciesAdvanced EnglishSales ability and persuasivenessDriving for resultsNegotiationCommunicationBuilding trusting relationshipsFlexibility and experience to work across a variety of sectorsLexisNexis, a division of RELX Group, 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 email@example.com or if you are based in the US you may also contact us on 1.855.833.5120.
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