Account Manager: Corporate

2 weeks ago

Johannesburg, Gauteng, South Africa LexisNexis Full time
Report To

Sales Manager - Hunting Team

Functional Area

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, productspecific 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)
  • 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 boilerroom 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 boilerroom, 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 / selfassessment ) (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

Qualification

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