Employment Spot

Job Description

The field based sales position is responsible for driving new business revenue in an assigned territory by selling appropriate LexisNexis solutions to Corporations and Non-Profit Organizations who currently do not subscribe to LexisNexis.

Accountabilities:

1. Meet or exceed monthly and yearly revenue objectives.

2. Develop strategic sales plans for prospects that include identifying new revenue growth opportunities in the assigned territory, developing creative demand generation strategies aimed at positioning LexisNexis as the superior source in meeting the potential buyers information needs, managing all resources necessary to secure the business, (i.e. technical and product support, tactical marketing, pricing, etc.), forecasting revenue, developing key contacts and business relationships with influential individuals and high level decision makers, and identifying competitive threats and developing effective countermeasures.

3. Sell the value of LexisNexis to Corporate Legal and Compliance professionals and to business and professional users within an assigned territory by articulating how our solutions meet their information needs. This will be accomplished through cold calling to secure first appointments, advancing appointments, closing appointments, consulting sessions and group presentations.

4. Understand the value of LexisNexis products and pricing as well as competitive offerings and articulate LexisNexis benefits in a manner meaningful to a customer.

5. Develop an in-depth understanding of all LexisNexis products and competitive products to articulate the benefits and advantages of LexisNexis products, and handle customer concerns or objections

6. Other duties as assigned

Job Requirements

1. Bachelors degree or equivalent experience, JD preferred

2. 3-5 years proven business to business solution sales experience, preferably in new business generation and selling into the legal market

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

4. Understanding and expertise in computer hardware and software including Windows XP, Excel, Outlook, PowerPoint, Word, and the Internet

5. Experience working in a highly complex matrixed corporate environment

6. Strong oral and written communication skills as well as presentation skills

7. Strong time management, organizational and forecasting skills

8. Strong new business prospecting skills including but not limited to cold calling, networking, negotiation and closing

9. Deep understanding of Strategic Selling, Value selling, Team Selling, and CRM systems (Siebel is preferred) LexisNexis is a leading global provider of business information solutions to professionals in a variety of areas, including: legal, corporate, government, law enforcement, tax, accounting, academic, and risk and compliance assessment. LexisNexis helps customers achieve their goals in more than 100 countries, across six continents, with over 18,000 employees. Regardless of your location, you'll work together with your colleagues as one team - a unified network of professionals who share a passion for solving problems, realizing results, and pushing the boundaries of what knowledge can do.