Strategic planning is a key part of this
role, since it is the business manager’s responsibility to develop the pipeline
of new business coming in to the LexisNexis. This requires a thorough knowledge
of the market, the solutions/services that LN can provides, and of LN’s
New Business Development
segmentation strategy of new and subscription customers to identify potential
opportunities to upsell and cross sell digital solutions and formulate
mechanisms to incentivise these.
potential clients, and the decision makers within the client organization.
and build relationships with new clients.
approaches and pitches. Work with Sales team to develop proposals that speaks
to the client’s needs, concerns, and objectives.
product pricing in collaboration with Content team.
objections by clarifying, emphasizing agreements and working through
differences to a positive conclusion.
existing subscribers and ensuring customer loyalty
through meeting needs appropriate to their business
and implement proactive and reactive measures to reduce online attrition.
new products and enhance existing relationships.
with technical staff and other internal colleagues to meet customer needs.
and participate in client interactions.
Business Development Planning
industry functions, such as association events and conferences, and provide
feedback and information on market and creative trends.
and present potential new electronic research/practice management solutions and
services within existing markets as well as potential new markets to which
existing products and services can be provided in either existing or adapted
opportunities for campaigns, services, and distribution channels that will lead
to an increase in sales.
knowledge of the market and competitors, identify and develop the company’s
unique selling propositions and differentiators.
Management and Research
and record activity on accounts and help to close deals to meet these targets.
with marketing staff to ensure that prerequisites (marketing collateral,
prequalified leads) are fulfilled within a timely manner.
business development training and mentoring to internal staff.
the business strategy and how this links to Electronic Objectives
and effective presentation of reports
and business case documents
presentations/demonstrations both internally and externally
–3+ years of relevant experience and
–Appropriate tertiary qualification in
Information Technology, Software Development or Business / Systems analysis is
–Excellent writing & communication
–Creative problem-solving skills
–Functional knowledge of sales and negotiation processes
–Thorough understanding of software
development methodologies and platforms
–Understand customer requirements;
–Identify options for potential solutions
and assess them for both technical and business suitability;
–Communicate effectively with internal
stakeholders and senior management through comprehensive business case
–Present proposals to clients;
–Work closely with developers and a
variety of end users to ensure technical compatibility and user satisfaction;
–Ensure that budgets are adhered to and
–Keep up to date with technical as well as
industry sector developments