BS/BA or equivalent 3-6 years proven sales experience, ability to close a sale Work experience in a professional enterprise 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. Understand LNRS solutions strategies and how they apply to the customer's needs. Demonstrate outstanding sales and cross functional networking capabilities while exhibiting 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), National Account Manager (NAM) and Account Managers (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. Must be familiar with regulatory guidelines that govern covered industries. Oversee forecasting activities. Manage customer roadmap retention plans/actions and collaborate with CMM CSM on strategy and risk Create and implement effective account/territory plans that include; a) developing and implementing a sales strategy considering new business growth, b) managing all resources necessary to drive new business, c) 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. Perform other duties as assigned.
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