Job Description
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Sales Manager, Account Management - Lexology PRO
Department: Commercial
Employment Type: Full Time
Location: London
Reporting To: Will Lovett
Description
Why LBR?
An amazing market position, enviable growth, collaboration and wonderful people are just some of the reasons to further your career with Law Business Research. Our culture is shaped by our core values that promote equality, agility, and respect in everything we do.
Law Business Research has been selected as a finalist for the 2024 Inspiring Workplaces Awards. We're proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees
We are happy to share that we have partnered with Business Disability Forum to help us on our journey to becoming a more inclusive employer and achieving Level 2 Disability Confident Accreditation. Business Disability Forum work with partners, businesses like ours, the government, and disabled people to improve the life experience of disabled employees and consumers, by removing barriers to inclusion.
Through this partnership we'll have access to expert advice, events and practical resources that we can share with our teams to help us become more disability inclusive and better support our current and future employees. Watch out for further updates.'
We also take our place in this world of ours very seriously and engage in a wide variety of charitable and community based initiatives. We work extensively with Swawou School in Sierra Leone, which we established to provide education for 120 girls, and on an ongoing basis we underwrite the school's costs.
'We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.'
Role and Responsibilities
Lexology PRO has seen high double digit growth for the past two years on a "land and expand" strategy for new logo acquisition. We are looking to hire a Sales Manager, Account Management, Lexology PRO, to join our Practice Intelligence GTM division, and manage a newly formed additional Account Management team. The role will report into the Sales Director, Account Management. The key drives for the role are:
- Drive and embed the Sales and Account Management process, and methodology within the team.
- Working hand in hand with Account Management and Customer Success to deliver a robust full year CEP for all clients
- Driving initiatives based on growth, risk mitigation and retention within the client pack
- Delivering NRR rates of well over 100% and GRR rates of over 85%
- Team skills and process development
Key Responsibilities
- Manage a team of Account Managers to ensure they and the team exceed targets.
- React to changing market conditions in an agile manor to ensure consistent team performance.
- Train the team in how to thoroughly research and understand the needs and structures of clients within their target sector.
- Utilise our database of over 850K subscribers and other data tools to build targeted campaigns to upsell within your team's account base.
- Recommend and work with Marketing to implement a strategy of account-based marketing to increase brand awareness with your target clients.
- Work with colleagues in aligned account management teams to ensure consistent standards and processes
- Negotiate and manage complex multi-stakeholder renewals with global clients and manage their often complex procurement processes.
- Work closely with our Product and Content teams to provide valuable market as well as specific client feedback to help shape the future of the product.
- Implement and manage effective KPI's with the team to ensure there is sufficient pipeline to hit targets and managing team morale.
- Accurate forecasting and reporting on team performance.
- Build a strong working knowledge of Legal intelligence space and company product positioning
Skills Knowledge and Expertise
- Excellent negotiation and communication skills, particularly a highly professional telephone manner.
- Experience in hiring, training and coaching a team.
- Self-motivated and driven to achieve targets
- Skills with the ability to "Own the Room". Soft Skills include Communication, Co-ordination, and business consensus
- Natural relationship builder looking to ensure a positive outcome for the organisation.
- Understands business goals and market perceptions and how this role impacts both.
- Seeker of information (internal and external) to help drive the right approach to lead to the right outcomes.
- Knowledge on organization offerings with a strong focus on attention to detail.
- Customer focused - excellent understanding of customer needs alongside business drivers and experience of using that knowledge to set priorities, solve operational issues and drive revenue growth.
- Entrepreneurial spirit and action-oriented mindset.
- Some broad knowledge of Legal or Risk Management market would be an advantage
Benefits
Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported:
Start of employment:
- Eye Care
- Employee Assistance Programme
- A day off for your birthday
After 3 months employment:
- Pension (4% employer contribution and 4% employee contribution)
- Cycle to Work scheme
- Season ticket loan
- GBP 350 annual wellbeing allowance to contribute to gym membership & fitness classes
After 4 months and 1 year's service:
- Life assurance after 4 months
- Private healthcare after 1 years' service
Additional Perks:
- Company socials e.g., Christmas and Summer parties
- Access to Employee Affinity Networks
- Mentoring scheme
- Volunteering Day
- Mortgage Advice
We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability. We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process. If you do require any reasonable adjustments to be made, please let us know as part of our application page.