Small Business Relationship Manager

RELX INC; Dayton (OH); On-site; USD 87,000 - 145,000; Full time

Job summary

RELX INC, via Nexis Solutions, seeks a Small Business Relationship Manager in Ohio to protect and grow revenue within a customer portfolio. You will build consultative relationships, identify expansion opportunities, and drive retention using data analytics and strategic account management.

You will leverage Salesforce, Gong, and Tableau to analyze usage, perform competitive assessments, and present solutions that maximize value while coordinating with product, marketing, pricing, and support

Qualifications

• Equivalent professional experience in B2B sales.
• Proven experience selling complex solutions to businesses.
• Strong strategic account planning and penetration skills.
• In-depth understanding of LN products and services.
• Experience in a matrixed corporate environment.
• Knowledge of AI, Windows, Excel, Outlook, PowerPoint, and Word.
• History of sales overachievement.
• Excellent time management and forecasting abilities.

Responsibilities

• Develop strategies to meet/exceed yearly sales targets.
• Exceed weekly activity objectives to grow customer base.
• Create strategic account plans for all customers in your territory.
• Develop risk, retention and penetration strategies to maximize revenue.
• Coordinate resources (technical support, marketing, pricing) to secure business.
• Build relationships with senior decision makers across customers.
• Lead first, advancing, closing appointments and group presentations.
• Gain deep understanding of LexisNexis solutions and competitors.
• Address customer concerns and objections.

Skills

B2B sales

Strategic account planning

Relationship building

Forecasting

Team collaboration

AI familiarity

Sales pipeline management

Business acumen

Tools

Salesforce

Gong

Tableau

Job description

About our Team

Nexis® Solutions, as part of LexisNexis and the global RELX corporate family, connects customers to market-leading data through a flexible suite of scalable solutions, including our award-winning, flagship Nexis® research platform. By enabling fast access to a vast universe of enriched data with intelligent technologies, Nexis Solutions empowers business, media, non-profit, government and academic organizations worldwide to quickly discover actionable insights that enable confident, performance-driving decisions.

About the Role

As a Small Business Relationship Manager, you will play a key role in protecting and growing revenue within an assigned portfolio of customers. You will build consultative customer relationships, identify opportunities for expansion, drive retention strategies, and help customers maximize the value of Nexis solutions through proactive engagement and strategic account management.

Responsibilities

• Develop ways to meet and/or exceed yearly sales targets.

• Exceed weekly activity objectives to support the growth of our customers.

• Develop strategic account plans for all customers in your assigned territory to promote growth and reduce cancels while adding additional services.

• Be able to create risk, sales retention and penetration strategies aimed at positioning Nexis to maximize revenue opportunities, using business analysis tools such as Salesforce, Gong, and Tableau, as well as leveraging usage statistics, competitive analysis, and AI.

• Manage and strategically deploy all resources necessary to secure the business, (i.e. technical and product support, marketing, pricing, etc).

• Develop key contacts and business relationships with influential individuals and high level decision makers to go broader and deeper across your customer base.

• This will be accomplished through secure first appointments, advancing appointments, closing appointments, consulting sessions and group presentations.

• Develop an in depth understanding of LexisNexis business information solutions and competitive products to present and demonstrate the benefits and advantages of our solutions.

• Handle customer concerns or objections.

Requirements

• Equivalent professional experience.

• Proven experience in B2B sales, preferably with complex products or solutions.

• Solid strategic account planning and penetration skills.

• In depth industry knowledge and the ability to quickly develop an in depth understanding of LN products and services.

• Experience working as part of a team in a highly complex matrixed corporate environment.

• Understanding and expertise in applications such as AI, Windows XP, Excel, Outlook, PowerPoint, and Word.

• Documented history of sales overachievement.

• Strong time management, organizational and forecasting skills.

• Strong business acumen to understand the impact of your decisions on the territory performance as measured by revenue, profit and customer measures.

Work in a Way That Works for You

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

Working Pattern

Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive.

About the Business

LexisNexis Legal & Professional® provides legal, regulatory, and business information and analytics that help customers increase their productivity, improve decision-making, achieve better outcomes, and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis® and Nexis® services.

Primary Location Base Pay Range: Home based-Ohio $56,600 - $94,400. Total Target Cash Range: $87,000 - $145,100.U.S. National Base Pay Range: $59,600 - $99,300, Total Target Cash Range: $91,600 - $152,800. Geographic differentials may apply in some locations to better reflect local market rates.

Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits.

We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.

Please read our Candidate Privacy Policy.

We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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RELX is a global provider of information-based analytics and decision tools for professional and business customers, enabling them to make better decisions, get better results and be more productive.

Our purpose is to benefit society by developing products that help researchers advance scientific knowledge; doctors and nurses improve the lives of patients; lawyers promote the rule of law and achieve justice and fair results for their clients; businesses and governments prevent fraud; consumers access financial services and get fair prices on insurance; and customers learn about markets and complete transactions.

Our purpose guides our actions beyond the products that we develop. It defines us as a company. Every day across RELX our employees are inspired to undertake initiatives that make unique contributions to society and the communities in which we operate.