Business Development Manager
San Francisco, Los Angeles, San Dieg or Seattle, WA
The field-based sales position is responsible for driving new business revenue in an assigned territory by selling appropriate LexisNexis solutions to specific corporate departments who currently do not subscribe to LexisNexis.
LexisNexis Legal & Professional isa leading global provider of content and technology solutions that enableprofessionals in legal, corporate, tax, government, academic and non-profitorganizations to make informed decisions and achieve better business outcomes.As a digital pioneer, the company was the first to bring legal and businessinformation online with its services.
Today, LexisNexis Legal &Professional harnesses leading-edge technology and world-class content, to helpprofessionals work in faster, easier and more effective ways. Through closecollaboration with its customers, the company ensures organizations canleverage its solutions to reduce risk, improve productivity, increaseprofitability and grow their business. Part of RELX Group plc, LexisNexis Legal& Professional serves customers in more than 100 countries with 10,000employees worldwide.
Meet or exceed monthly and yearlyrevenue objectives.
Develop strategic sales plans forprospects that include identifying new revenue growth opportunities in theassigned territory, developing creative demand generation strategies aimed atpositioning LexisNexis as the superior source in meeting the potential buyersinformation needs, managing all resources necessary to secure the business,(i.e. technical and product support, tactical marketing, pricing, etc.),forecasting revenue, developing key contacts and business relationships withinfluential individuals and high level decision makers, and identifyingcompetitive threats and developing effective countermeasures.
Sell the value of LexisNexis tocorporate professionals within an assigned territory by articulating how oursolutions meet their information needs. This will be accomplished through coldcalling to secure first appointments, advancing appointments, closing appointments,consulting sessions and group presentations.
Develop an in-depth understanding ofall LexisNexis business information solution products and competitive productsto articulate the benefits and advantages of LexisNexis products, and handlecustomer concerns or objections
Utilize all required processes, toolsand systems including TAOP and Siebel
Other duties as assigned
Bachelorsdegree or equivalent experience
3-5 yearsproven business to business solution sales experience in new businessgeneration, preferably with complex products or solutions over the phone
Strongnew business prospecting skills including but not limited to cold calling,networking, negotiation and closing
In depthindustry knowledge and the ability to quickly develop an in depth understandingof LN products and services
Experienceworking as part of a team in a highly complex matrixed corporate environment
Understandingand expertise in computer hardware and software including Windows XP, Excel,Outlook, PowerPoint, Word, and the Internet.
Executivelevel communication and presentation skills
Documentedhistory of sales overachievement
Deepunderstanding of Strategic Selling (TAOP, Miller Heiman, etc), Value selling,Team Selling, and CRM systems (Siebel is preferred)
Strongtime management, organizational and forecasting skills
Strongbusiness acumen to understand the impact of your decisions on the territoryperformance as measured by revenue, profit and customer measures.
Executivepresence to convince customers to purchase LN products and services.
Politicallysavvy to understand and manage the power relationships in the LN organizationand in other organizations/firms. Includes the ability to identify the realdecision makers and key influencers, and to predict how new events orsituations will affect individuals and groups within the organization.