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Manager, Sales
RELX Group
Alpharetta, GA, United States
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Lead a team of individual contributors while performing work as an individual contributor with a subset of customers/actions/operations.
Accountabilities:
Sales Manager for Accounts Mangers:
• Meet or exceed revenue budget.
• Assist Account Managers in improving their metrics.
• Educate and train Account Managers continuously to ensure efficiency across the team.
• Travel with Account Managers to evaluate and provide guidance.
• Responsible for Account Managers opportunity management as is appropriate.
• Prospect for new Account Manager candidates as necessary.
• Train new Account Managers as necessary.
• Track and report productivity numbers on a weekly basis.
• Implement established sales plans and customer strategies.
• Develop high value relationships with decision makers.
• Provide management with insight to possible solutions for customers.
• Facilitate activities between clients, sales organization, product managers, operations and executives, as well as other activities as needed to complete selling process and new business development.
• Maintain product knowledge of our products and services.
• Maintain industry knowledge of the uses and needs for our products and services.
• Collaborate as requested, with management to create project plans and/or set appropriate benchmarks.
• Evaluate and approve or escalate exceptions.
• Provide support to other areas of Risk Solutions as needed and develop ways to bring synergy between the various Risk Solutions Companies.
• Attend training and management conferences as directed by management.
• Work with business unit GMs to provide market updates.
Managing Named Accounts and Territory:
• Meet or exceed monthly and annual account revenue objectives.
• Responsible for the evaluation of existing account relationships, the development of a strategy to grow the relationships and execution against the strategy.
• Call existing customer to secure appointments, gather information on customer needs, position and demonstrate LexisNexis Risk Management products as solutions to customer’s business issues, manage customer objections, negotiate pricing and contracts to close the sale.
• Develop clear and thorough sales plans for each of the assigned account detailing all relevant information about an account, its industry, and its specific LexisNexis Risk Management history so that you can strategically target your efforts to determine additional product or solutions LexisNexis Risk Management can provide.
• Establish and maintain excellent customer relationships at all levels, and act as liaison between sales support and our customers in order to provide superior service and solutions.
• Understand the value of LexisNexis Risk Management products and pricing as well as competitive offerings and articulate LexisNexis Risk Management benefits in a manner meaningful to a customer.
• Continually verify and document customer's objectives, requirements, and value that they receive from our services.
• Clearly demonstrate understanding of LexisNexis Risk Management pricing, administrative procedures, and organization to effectively answer clients’ questions or implement solutions in a timely fashion. Work closely with existing customers to ensure maximum value of contract is being attained.
• Formulate a professional development plan with your manager with respect to internal/external educational programs so that your knowledge can be leveraged with your assigned territory.
• Work closely in a team environment with sales support employees to satisfy customer needs.
• Perform other duties as assigned.
Qualifications:
• Bachelors or equivalent experience.
• Min 5+ years’ experience in insurance industry with strong behaviors demonstrating Leadership competencies in managing and training of employees
• Demonstrated understanding of the following competencies: strategic thinking, influencing others, managing performance and persuasive communication
• Working knowledge of team function within the organization a plus.
• Ability to work in a fast paced environment including the ability to adapt to change
• Be results driven and focused on delivery of profitable revenue for the business.
• Passionate sales attitude
• Customer service oriented
• Excellent communication and interpersonal skills to motivating teams to achieve target
• Desire to build and develop people; Ability to build trust and respect
• This position requires travel which includes overnight travel as much at 40-60% travel requirements.
LexisNexis Risk Solutions is a leader in providing essential information that helps customers across all industries and government predict, assess and manage risk. Combining cutting-edge technology, unique data and advanced scoring analytics, we provide products and services that address evolving client needs in the risk sector while upholding the highest standards of security and privacy. LexisNexis Risk Solutions is part of RELX Group plc, a leading publisher and information provider that serves customers in more than 100 countries with more than 29,000 employees worldwide. LexisNexis Risk Solutions 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.