Vertical Account Manager, Commercial Insurance

About The Business

Lexis Nexis® Risk Solutions provides customers with solutions and data that combine public and industry specific content with advanced technology and analytics to assist them in their claims workflow. We use the power of data and advanced analytics to help our customers make better, timelier decisions resulting in process efficiency and increased customer satisfaction and improved claim outcomes. By bringing clarity to information, we ultimately help make rating and underwriting decisions easier, improve straight through processing functions and provide data and analytics solutions to provide risk insights and segmentation.

This is a sales position that exists to acquire and grow revenue within established enterprise sales accounts through sales of Lexis Nexis RISK Solutions products and solutions in an assigned account structure. It is anticipated that VAMs will insure and grow additional revenue opportunities and protect revenue base via a total solution strategic approach, and spearhead the penetration of Lexis Nexis solutions within assigned accounts through calling (both in the field and telephonically) on existing accounts/bill groups for incremental revenue and growth.

• Meet or exceed monthly and annual revenue objectives. Manage territory projections and plans, and develop/implement sales activities that assess revenue potential, and target revenue opportunities. This encompasses driving revenue generating activities throughout the household account including subsidiaries.
• Oversee all MYCRM/Salesforce forecasting activities.
• Manage customer roadmap retention plans/actions to ensure protection of base revenue.
• Create and implement effective account/territory plans that include developing and implementing a sales strategy considering new business growth, managing all resources necessary to drive new business; forecasting revenue; developing key contacts and business relationships within assigned accounts
• Develop gap analysis techniques to determine incremental opportunities within existing accounts. Contact and meet with account decision makers to determine the business needs to penetrate new business opportunities. Develop planning regimen to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats. Provide on-site customer support where and when needed.
• Clearly demonstrate your understanding of Lexis Nexis RISK Solutions pricing, administrative procedures, and organization to effectively answer clients’ questions or implement solutions in a timely fashion. Maintain a current understanding of Lexis Nexis RISK Solutions competitor offerings so that you can effectively sell the advantages of Lexis Nexis RISK Solutions over that offered by its competitors.
• Work closely in a team environment with sales support and technical implementation employees to satisfy customer needs. This position is part of a strong comprehensive sales team including a Implementation Manager.
• Formulate a professional development plan with your manager with respect to internal/external educational programs so that your knowledge can be leveraged with your assigned territory.

• Prior experience working in Personal / Commercial Insurance is strongly preferred
• Experience in direct or solutions B2B sales experience
• Demonstrated experience successfully building client relationships
• Prior experience working with data or in data sales is preferred
• Excellent project management and analytical skills
• Excellent skills with Excel, PowerPoint and Word; SAS skills a plus
• Travel is required for this position

U.S. National Base Pay Range: $74,100 - $137,600. Total Target Cash Range: $113,900 - $211,700. Geographic differentials may apply in some locations to better reflect local market rates. Base Pay Range for CO is $74,100 - $137,600. Total Target Cash Range for CO is $113,900 - $211,700. Base Pay Range for IL is $77,700 - $144,400. Total Target Cash Range for IL is $119,600 - $222,300.

Base Pay Range for Chicago, IL is $81,500 - $151,400. Total Target Cash Range for Chicago, IL is $125,400 - $232,900. Base Pay…