Player/Manager Job Role Expectations
Understanding of successful Team Management / account management / business development within the large strategic accounts or Partnerships segment, with a focus on delivering data and information solutions. You will be owning a small account base directly (Player – 35%) and Managing (65%) a team with the following responsibilities:
1. Track record of engaging stakeholders within Strategic Partners, with existing relationships that can be leveraged
To out manoeuvre our market competition by having a deeper level of Insight and Knowledge across multiple touch points in the customer’s organisation
2. Able to operate with a consultative selling approach, understanding investor requirements and matching them with potential solutions
To thoroughly research and understand customer and prospects’ goals and objectives, overall business requirements, and to advise them on how LNRS can help them achieve their outcomes
To create professional proposals, presentations, quotations, and other documentation, in line with relevant department procedures
To ensure all written work is of a very high standard and always adheres to LexisNexis’s brand guidelines
· To respond to tenders, RFIs, RFPS and other requests for information in a timely and organised manner
Strong sales and opportunity management skills across the full sales cycle (from lead identification to contract negotiations and closing)
To actively and professionally manage the entire sales cycle from lead generation and lead management to prospecting, setting appointments, preparing proposals and presentations, negotiating, and closing
To actively seek out new business opportunities within your assigned vertical
To self-build, manage and maintain a pipeline of opportunities that is large enough to ensure achievement of quota and to ensure that all pipeline activity is accurately documented in Salesforce. A pipeline valued of 3 time’s annual quota is desirable
managing a balanced pipeline of both short-term tactical opportunities and long-term strategic engagements
To effectively meet (and exceed) sales targets as set by the Sales Director
Strategic thinker with a solution focus, combined with ability to execute tactically
To understand the customers pain points now and in the future and position LNRS wider portfolio
Ability to develop strong internal relationships and to work collaboratively to create, identify and deliver solutions to Strategic Partners
To work closely with Sales Operations and supporting teams to provide an excellent customer service
To work closely with Product around solution innovation for Partnerships
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Excellent written and verbal communication skills with proven ability to interpret and present complex concepts
Proactive, self-motivated, and accountable with the aim to always drive positive client satisfaction
Management Expectations
Achieve growth and hit sales targets by successfully coaching and managing the sales team
Implement the strategic business plan that expands company’s customer base and ensure it’s strong presence
Own recruiting, objectives setting, coaching and performance for your team
Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
Present sales, revenue and expenses reports and realistic forecasts to the management team
Identify emerging markets and market shifts while being fully aware of new products and competition status
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