Sales Development Manager
Reed Business Information Ltd
Bonn
vor 6 Tg.

ROLE DESCRIPTION :

The Business Development Manager IP Solutions is responsible for the complete sales cycle of new business sales opportunities of our Patent Business intelligence, Search, Analytics, and optimization solutions within the assigned territory.

The person can work in close collaboration with the local LexisNexis sales teams to generate / uncover and follow-up with IP Solutions sales opportunities.

After an internal solution training you will be the subject matter expert for our IP Solutions, and as such you are the go to’ person for the local LexisNexis sales and support teams and will drive the sales process.

The Business Development Manager IP Solutions leverages expertise, network and knowledge to convey credibility and to assess customer needs in order to close deals in a targeted and professional manner and achieving set sales targets and KPIs.

KEY RESPONSIBILITIES / ACTIVITIES :

  • Drive new business, including cold sales, in a consultative manner to achieve sales targets
  • Develop and execute your territory plan and tactics in line with the IP business goals of LexisNexis
  • Financial savvy, good understanding of $ impact & value of our solutions for prospects business outcomes
  • Act as an entrepreneur and owner of your own territory / region. Identify support needs
  • Be a sparring partner and local expert for the LexisNexis business units (sales, training, support) in your territory / regions and assess specific needs and provide solution knowledge when needed
  • Develop and manage the IP sales pipeline in our CRM system
  • Identify business issues within client and prospect accounts to understand solution fit
  • Provide in depth solution understanding to prospects and clients, which may include a demonstration of our solution
  • Consistently achieve monthly / quarterly / annual sales goals and sales KPIs
  • Embrace and support new sales initiatives
  • KEY COMPETENCES / BEHAVIOURS :

  • True hunter with a pro-active mindset and the ability to develop opportunities in the assigned territory
  • Accountable to manage the complete sales cycle, from first contact to close
  • Proven track record in hunting’ and cold calling’
  • Ability to manage your role in a complex matrix organization
  • Self-starting and target driven
  • Collaborative attitude, team player
  • Excellent communication skills
  • Structured and process capable
  • Persistent and reliable
  • Effective networking abilities both internally and externally
  • EDUCATION / KNOWLEDGE / EXPERIENCE :

  • Bachelor / Masters education
  • Minimum of 10 years relevant sales experience
  • Experience selling to large legal firms is a benefit
  • Proven track record of over achieving targets in new business, in a competitive and complex sales environment
  • Excellent oral and written communication, presentation and negotiation skills
  • Experienced to understand and translate customer needs into comprehensive and competitive offerings
  • Expected travel up to 50%

    LexisNexis,

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