Account Manager - Commercial Insurance

The Commercial Account Manager (CAM) is responsible for both managing the relationships with an assigned set of current customers and targeting and selling LexisNexis services to prospective clients within the Commercial Insurance market. The CAM is expected to achieve high renewal rates and targeted revenue growth by developing strong professional relationships with customers and prospects.

Responsibilities:

• Create and own strategic account plans for customers to optimise their value to LexisNexis

• Provide candid and well-documented status information to LexisNexis leadership on the LexisNexis customers’ engagement levels and likelihood to renew

• Conduct regular business reviews, to discuss their use of service and to discover how LexisNexis can provide more value

• Collaborate with all necessary LexisNexis departments to ensure customer requirements are met

• Work to a plan to achieve renewal targets and identify then pursue additional sales from managed customers

• Build a strong sales pipeline from both marketing-generated and self-generated prospective opportunities

• Conduct value-oriented discussions with prospects to understand their business needs and translate that in to how the LexisNexis product can meet those needs

• Demonstrate or present the LexisNexis product to prospective customers to illustrate product capabilities and identify the matches to clients’ business needs

• Negotiate and execute customer contracts that meet both LexisNexis and customer needs

• Provide accurate new and long-term pipeline and sales forecasts, based on candid and well-documented reviews of past and predicted sales activities

• Operate and update CRM with sales and opportunity activity as per LexisNexis requirement

• Utilise as per LexisNexis policy all relevant internal systems relating to job specification

• Provide LexisNexis management with constructive customer feedback to assist in product enhancements, marketing and data strategies

Minimum requirements:

• Strong networking skills and ability to self-start and network within a client base

• Prospecting and new business acquisition skills

• Good organizational skills

• Ability to thrive in a targeted, performance measured culture

• The ability to overcome customer and prospect objections

• Comfort with desktop technology, including Microsoft Office

• Ability to travel within the UK & Ireland as required by clients and the business

• Presentation skills for both LexisNexis and customer facing meetings

• Strong negotiation and influencing skills

• Legal right to live and work in the UK

Desirable skills

• Knowledge of the commercial insurance market

• Knowledge of the commercial broker market

• Existing knowledge or network within commercial broker channels

• Experience selling a data or insurance solution

• Formalised value-based sales training

LexisNexis Risk Solutions, and RELX Group, are committed to being an equal opportunities employer. RELX group employs over 30000 people across 46 countries, serving 180 countries across the world and as a truly global organization, we value people of all cultures, nationalities, races, religions, ethnicities, regardless of characteristics such as gender, gender identity and/or expression, age, disability or sexual orientation. We welcome applications regardless of sex, marital status, ethnic origin, disability, religion, sexual orientation, or age.

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