Lexis Nexis - Account Manager - Online Sales - West

Position Title : Account Manager - Online Sales, West

Organization : LexisNexis

Reports to (Hard line) : Regional Manager, West

Location : Mumbai, India

- The Account Manager, West - Online Sales is responsible for driving revenue by working in the West - New Acquisition team. She/he needs to fully understand customer needs and develop a plan that will marshal all of the right resources to achieve the goals.

- Client would view this individual as someone who could help them solve key business problems, serving as a trusted advisor or business partner.

- Works in a teaming environment and in conjunction with New Acquisition team to acquire, grow revenue and add logos to the account base.

Core Accountabilities :

Revenue retention :

- Meet Revenue (OB) goals within region

- Create and manage a territory account plan to capitalize on revenue growth opportunities, including scheduling periodic customer visits for account reviews and new product introductions

Customer Relationship Management :

- Serve as the primary point of contact and relationship manager with new acquired customers in the specified region

- Demonstrate new products

- Create targeted, solution oriented proposals with appropriate positioning

- Maintain awareness of customer needs and industry trends and use information to optimize market position

Market penetration and Sales process adherence

Outputs and Agreed Method of Measurement

(How will we know when this has been achieved- ) :

- Revenue generation (Budget v/s Actual Achievement)

- Product demonstration

- Driving specific online promotional projects in their designated territories.

- Developing market in terms of relationship building/covering the width and depth of customers.

- Customer Satisfaction, as measured by query resolutions and customer testimonies

- Coordinating for customer queries and product trainings

- Aggressive mapping, prospecting, market intelligence and data mining.

- Have the tenacity to push for growth objectives in tough business conditions.

- Identifying deficiency in business processes and being able to use logic to use LN products and solutions to improve workflow.

- Developing constructive internal working relationships with the other regional sales teams and other verticals.

- Multitasking - being able to manage multiple opportunities and tasks at any given time.

- Adaptability - being able to articulate the LN value proposition in different environments.

Education :

- A graduate in any discipline

- An MBA from a preferred B School is an added advantage

Experience :

- Minimum 4-8 years of sales experience

- Background of working with similar subscription or technology solutions.

Skills :

- Strong interpersonal and presentation skills

- Solid understanding of consultative and solution selling

- Functional knowledge of sales cycle processes

- Demonstrated ability to work in sales team environments

- Technical aptitude / Timely MIS

- Strong organizational and time management skills

- Advanced computer skills including Excel, Word, PowerPoint, CRM applications

Knowledge :

- Knowledge of all core sales processes.