MLex, a division of Lexis Nexis, is a global news organization that specializes in predictive analysis of regulatory risk. Our expert journalists in London, Brussels, Washington D.C., San Francisco, Hong Kong, Beijing and Sao Paulo and Brussels track material changes in laws that affect business, commerce and trade. By breaking news and dissecting trends, we help companies and their advisers to anticipate critical regulatory decisions and events.
We provide this must-have, market defining, intelligence, analysis and commentary to finance, investment and legal professionals and to the executives who define strategy, manage risk and seek new opportunities for major companies worldwide. Our subscription-only solutions are delivered online.
Account Manager is a key role in one of the major growth areas of the business. You will be directly responsible for managing an important book of business - capitalising on retaining and growing revenue opportunities in your defined territory (within continental Europe), to meet and exceed your revenue goals.
The role can be shaped around your own profile and ambitions to focus more on Business Development or Account Management or it could be a hybrid role of both.
As an advocate for MLex you will build strong internal networks with both commercial and editorial colleagues and maintain a close understanding of our editorial output and its relevance to your prospects.
You will need to be highly confident, articulate and driven to succeed in a fast paced environment.
Manage & grow opportunity pipeline through active prospecting of existing book of business
Develop & execute strategic territory plans to capitalize on market opportunity, accurately forecasting renewals well in advance, and new cross-sell / up-sell revenues month by month. Overall providing a three-month forecast at any given time.
Manage complete sales cycle from lead identification through customer relationship management and deal closure.
Providing the Head of Business Development, Continental Europe and Head of Sales, EMEA with forecasts and reports as and when requested by them.
Timely production of regular and ad hoc sales reports.
Preparing a sales plan to displace competitive products within prospect base.
Achieving and exceeding monthly targets as defined by the Head of Business Development, Continental Europe and Head of Sales, EMEA
Developing new contact with decision-makers or influencers.
Prioritising opportunities, ensuring maximum customer-facing time is achieved.
Effectively working alongside other stakeholder departments to ensure an integrated approach to customer care and that market needs are being met.
Demonstrate complete knowledge of the features, advantages and benefits of all MLex products, and be able to demonstrate them fully.
Keeping up to date with market changes and developments, as well as new products.
Specialist Knowledge / Skills Required
Proven track record of working successfully in a challenging and commercially driven sales environment, with experience of working in B2B business development role.
Experience in a quota-based sales environment.
Background in legal publishing / information preferred.
Strong negotiation skills selling to a corporate customer base a must.
Curiosity with public affairs and regulatory development covered by the business a must to be truly successful.
Comfortable operating at senior decision maker level. Prospective internal personas will include General Counsel, Associate General Counsel, Chief Legal Officer, Heads of Legal, Data Protection Officers, Senior in-house counsel. A network in this space would be highly appealing.
A Master degree in law, political science, economics or business administration would be highly advantageous.
Fluency in English, any other European language is a bonus.
Business and industry knowledge.
Interpersonal effectiveness and communication.
Delivery of results and impact on business results.
CRM / Pipeline management.
LexisNexis, a division of RELX Group, is 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. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or firstname.lastname@example.org.