Account Manager: Government (Hunter Role) at LexisNexis

About the job
This role is for a hunter sales candidate with strong government background.

• Develop and implement a sales strategy that identifies all government departments as opportunities, maps out the timelines to approach & close with the appropriate product offer that has likelihood of success (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 the decision of the AM, based on client contract value and assessment of need
• Update the CRM Subs Renewal Opportunity status (weekly)
• Review sales and subscription renewal 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)

Monthly Pipeline Value Target achieved

• Update CRM with all opportunities & their status reflecting progress through the sales cycle (Weekly)
• Review CRM pipeline reports facilitating 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)
• 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)
• 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)
• Develop and maintain a high level of LNSA products in the Government market
• Research and remain abreast of competitor product developments ( including pricing ) and share such information with the Sales Manager with a view to contributing to LNSA product development and improvement