Business Development Manager\Product Manager: Online and Digital Research Solutions

RELX Group

This individual will be responsible for strengthening and growing LexisNexis’ presence in a number of online and software-based business ventures. The role is to manage various existing online and electronic research offerings as well as new developments and enhancements to solutions within the Legal Software market. The role requires focus on growing and retain existing accounts by presenting new solutions and services to clients.

Key Accountabilities:

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 competitors

New Business Development

Develop effective segmentation strategy of new and subscription customers to identify potential opportunities.
Identify opportunities to upsell and cross sell digital solutions and formulate mechanisms to incentivise these.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients. 
Plan approaches and pitches. Work with Sales team to develop proposals that speaks to the client’s needs, concerns, and objectives.
Develop product pricing in collaboration with Content team.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Client Retention

Maintaining existing subscribers and ensuring customer loyalty through meeting needs appropriate to their business
Identify and implement proactive and reactive measures to reduce online attrition.
Present new products and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in client interactions.

Business Development Planning

Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Identify 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 format.
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research

Forecast sales targets.
Track and record activity on accounts and help to close deals to meet these targets.
Work with marketing staff to ensure that prerequisites (marketing collateral, prequalified leads) are fulfilled within a timely manner.
Present business development training and mentoring to internal staff.
Understanding the business strategy and how this links to Electronic Objectives
Creation and  effective presentation of reports and business case documents
Provide presentations/demonstrations both internally and externally

3+ years of relevant experience and expertise
Appropriate tertiary qualification in Information Technology, Software Development or Business / Systems analysis is essential
Numerical ability
Excellent writing & communication skills
Creative problem-solving skills
Functional knowledge of  sales and negotiation processes
Thorough understanding of software development methodologies and platforms

Key Abilities:
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 documentation
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 deadlines met;
Keep up to date with technical as well as industry sector developments

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Confirmed 9 hours ago. Posted 30+ days ago.

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