Strategic SMB Growth & Relationship Manager

LexisNexis Legal & Professional group; Ohio; Remote; USD 57,000 - 94,000; Full time

Job summary

LexisNexis Legal & Professional provides legal, regulatory, and business information and analytics to help customers increase productivity and improve decision-making.

The Small Business Relationship Manager will protect and grow revenue within an assigned portfolio, build consultative relationships, identify expansion opportunities, drive retention, and help customers maximize value of Nexis solutions through proactive engagement and strategic account management.

Qualifications

• 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.

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.

Skills

B2B sales

Complex products

Strategic account planning

Industry knowledge

Team collaboration

Forecasting skills

Business acumen

Tools

Salesforce

Gong

Tableau

Job description

LexisNexis Legal & Professional provides legal, regulatory, and business information and analytics to help customers increase productivity and improve decision-making.

The Small Business Relationship Manager will protect and grow revenue within an assigned portfolio, build consultative relationships, identify expansion opportunities, drive retention, and help customers maximize value of Nexis solutions through proactive engagement and strategic account management.