Account Manager: Corporate at Relx

Hunter

Mission

• To deliver target revenue for new sales in the corporate and company sector.
• To facilitate the renewal of specific subscription contracts ( limited list )
• To create a strong future pipeline of new opportunities within this market.

Outcome Measures 1

& Key Actions

Monthly New Sales Revenue Target achieved and targeted subscription renewals completed

• Develop and implement a sales strategy that identifies ( at a high level ) how the new sales target will be achieved , incorporating methods to secure opportunities, establishing lists of known/established opportunities, product-specific campaigns aimed at appropriate sections of the market, etc (Feb)
• Create a list of all subscription renewals for which you are responsible and develop a strategy to ensure timeous renewal of all subscriptions
• Review the entire list of contracts due to be renewed during the year, order by value and month of renewal [ as per the CRM Subs Renewal Opportunity list ](Feb)
• Together with AAM, develop and implement the annual visitation and interaction plan, by month and by key contact person, that will facilitate the smooth and timely renewal of each contract ( including setting all meeting dates , etc a minimum of 3 months in advance of renewal date) (Feb)
• Together with product trainer, develop & implement the annual user training program that will deliver on improved customer usage levels and familiarity and trust in the products (Feb)
• Note : The above is subject to decision of the AM, based on client contract value and assessment of need
• Update the CRM Subs Renewal Opportunity status (weekly)
• Review sales strategy monthly, assess progress and amend as necessary (Monthly)
• Review sales report ( actual versus target ) as prepared by AAM , identify missing orders for correction and compare shortfall to pipeline to assess achievement . Develop remedial strategies to make up any projected shortfalls (Weekly)

Outcome Measures 2

& Key Actions

Monthly Pipeline Value Target achieved

• Update CRM with all opportunities & their status reflecting progress through the sales cycle (Weekly)
• Review CRM pipeline reports to facilitate prioritisation of opportunities (Weekly)
• Complete boiler-room sessions to ensure weekly visit targets are achieved (Weekly)
• Complete review sessions with Sales Manager, celebrate successes in the week, challenges faced and plans for next week (Weekly)

Outcome Measures 3

& Key Actions

Sales methods as set out in the New Sales Handbook are applied consistently and effectively

• Sign off personal Sales Handbook which includes New Sales and Subscription Renewal targets for the year (Feb)
• Develop daily, weekly and monthly method of work to meet Handbook requirements especially as regards boiler-room, appointments and method of evidencing the requirements (Feb)
• Identify areas of concern & difficulty, discuss with Sales Manager and develop remedial methods (Weekly)

Outcome Measures 4

& Key Actions

Sales process skill, product/systems knowledge and abilities continuously developed and improved

• Identify areas where such skills are lacking ( via discussion with Sales Manager / colleagues / LIC Trainer / self-assessment ) (Ongoing)
• Develop & implement remedial plans which may include reading appropriate books/articles, completing online courses, arranging coaching/training with the LIC trainer or other methods (Ongoing)

Competencies

• Achiever: Expects personal performance and team performance to be nothing short of the best
• Follow Through: Keeps to verbal and written agreements
• Intelligence: Learns quickly, demonstrates ability to quickly and proficiently understand and absorb new information
• Analytical skills: Able to understand and structure deals or develop solutions to problems that make sense for LexisNexis and the client
• Attention to detail: Does not let important details slip through the cracks and derail the deal
• Persistence: Demonstrates tenacity and willingness to go the distance to get a deal done or to resolve an issue that requires resolution
• Proactive: Acts without being told what to do. Brings new ideas into play. See problems and does not ask who will fix it but gets it fixed
• Calm under pressure: Maintains stable performance when under heavy pressure, pressure including a difficult task, a deadline to meet or a difficult customer or colleague to deal with
• Work ethic: Has a track record of working consistently and diligently to get the job done
• Listening skills: Able to let clients to speak and extract their problems and opportunities
• Persuasive:  Able to convince clients, colleagues or subordinates to pursue a course of action that they believe in
• Competitive: Appreciates that a challenging environment is positive for good performance and thrives in such an environment
• Empathetic: Can place themselves in another person's shoes to develop an understanding of the other person's point of view
• Build Rapport: Able to bond with strangers and potential new clients quickly and effectively

Qualifications & Experience

• Matric
• Minimum 5 years’ experience in an Account executive or similar sales role in the corporate market
• A proven track record in achieving sales targets
• Computer literacy in MS Office including Outlook, Excel, Word and PowerPoint
• Previous experience in using a CRM type of system would be an advantage
• Relevant tertiary qualification / technical qualification or studying towards completing qualification would be an advantage
• Valid driver’s licence
• External Interactions
• Customers ( as per subscription renewal lists )
• Managers and decision-makers within these organisations
• Managers and staff with companies and corporates
• Warehouse staff ( outsourced )
• Internal Interactions
• Assistant Account Managers ( part of team )
• Client Trainers ( part of team )
• LIC Trainer
• Sales Manager/s
• Sales GM
• Customer Service operators and supervisors
• Other LNSA Executives and Managers
• Credit Control
• Product Owner