Job Title : Strategic Account Manager
Location : Farringdon, London
What we can offer you
Here at LexisNexis we give you the opportunity to work on a full range of challenging and interesting technologies and help to conquer some of the next generation of problems in the practice of law through market-leading legal and tax information.
You’ll get to make a real difference to our customers and society where you’ll join a growing, diverse and sociable team of talented people who enjoy regular team building days and dedicated time for innovation.
As well as providing a great range of core benefits such as annual bonus, company pension scheme and private medical insurance, we also :
Support you to achieve your career goals
Offer provide medical benefit
Offer a range of discounts on products and shopping
About the Strategic Account Manager
As a Strategic Account Manager you will profitably grow revenue from a group of designated Tier 1 accounts, within the Top 100 UK International Law Firms or Top 20 Tax & Accountancy firms, in line with agreed financial objectives.
Develop and lead implementation of new propositions to designated accounts and ensure clients receive a service exceeding their expectations.
Act as a senior member of the Sales Team, setting an example and providing informal coaching to colleagues where necessary.
How will you add value in this role?
Deliver revenue and profit targets for a small number of strategically important, selected large law or tax firms. A number of these accounts will be globally managed from the UK, with revenue streams allocated to various international geographical locations.
Drive repositioning of LNUK as a leading supplier of innovative solutions utilising our unique content strength, aligned with attractive service and IT systems that provide a great customer experience.
Work with and challenge UK and International Solutions Groups to deliver relevant solutions and specialist products, driving real value to our broader relationship with the account.
Work with Sales Directors to identify and size opportunities for new market entrance and profitable brand / product extension.
Will be capable, confident and willing to represent the company in C level customer meetings and new business pitches.
Demonstrate complete knowledge of the features, advantages and benefits of all LexisNexis products,
Build credential customers and testimonials for new products, solutions and services, representing the customer’s voice to the business, leading initiatives such as networking and brainstorming events.
Collaborate closely with SLTs, Sales Leadership management group and operational teams, driving a one team mentality. Working alongside New Business teams to maximise opportunities in defined markets.
Also, other stakeholder departments (e.g. Customer Success, Legal Engagements Editorial, Marketing, Credit control or Product Development) to ensure integrated customer care approach and market needs are being met.
Ability to influence at Executive level and be a natural at developing cross-functional relationships.
Proactively managing accounts to drive profitable sales, including a monthly review of the trading status of all accounts.
Provision of ad hoc coaching and support to colleagues, including Account Managers and Service Managers.
Keeping up to date with market changes and developments, as well as new products.
Adhere to planning, documentation and data recording in line with agreed methods
Completion of customer activities and the updating of sales pipeline using the LexisNexis CRM system
Timely production of regular and ad hoc sales reports.
Technical specialist in own area, may deliver specialist knowledge and input independently.
Deals with day-to-day operational problems within own area and solves problems by making judgements.
Any other duties as reasonably required Lexis Nexis Values
To be successful in the role you must have :
Demonstrable sales achievement within a commercially driven environment, likely to have a mix of new business and account management sales experience.
Excellent sales track record, having been responsible for delivery of large revenue targets, employing a client centric and profit-driven approach.
Ideally, experience negotiating six figure+ multi-year contracts with senior decision makers.
Functional expert in their area of responsibility, adding value through applying this specialist knowledge proactively, operating with a high degree of autonomy.