Field Account Manager (H/F)

Field Account Manager

LexisNexis is the first legaltech in France in the market of legal information and legal data. We belong to one of the main global providers of legal, regulatory, and commercial information and analysis.

Our raison d'être? To advance the state of law in the world.

Who are our clients?

• Companies, of all sizes and sectors: general management, legal departments, human resources and training departments, administrative and financial departments;
• Regulated professions: lawyers, chartered accountants, notaries, bailiffs, magistrates;
• Public actors and state services.
• Students

How do we help our clients on a daily basis?

We provide them with a database enriched daily for more than 100 years by legal experts for legal experts to help them make the best decisions for their clients.

This editorial expertise is at the service of our clients thanks to our SaaS decision support platform. All our contents are indexed and searchable via an innovative search engine augmented with a generative AI assistant to guarantee our clients the best possible support in their doctrinal research.

Every year, we invest 20M€ to increase the relevance of our platform through generative AI and machine learning. We also collaborate with our clients to improve our product and develop new features.

Our leitmotiv? To innovate, with our employees, to respond to the concerns of our clients and anticipate their needs for legal security and productivity.

Our first resource is you. We place fundamental importance on employee satisfaction, collaborative work, and achieving excellence in your daily missions in service of the client.

Our values at the Customer Success & Loyalty direction: Empathy, Proactivity, and Expertise. Come help us build a rich and shared client culture by all directions.

You will be attached to the Head of Field Account Management in the Customer Success & Loyalty direction which is within the Commercial Direction of LexisNexis France.

The Customer Success & Loyalty direction is composed of 5 teams:

• Onboarding & Client Online Formation
• CSM Large Accounts & Strategic Accounts Online
• CSM Workflow Solutions (Poly, Jarvis, Closd)
• Desk Account Manager Middle (Small)
• Field Account Management Middle (Top Middle / Middle Prioritaire)

The creation of this team responds to a development issue of value and a desire to better support our middle priority clients to retain them. Following the launch of our generative AI assistant and the enrichment of our portfolio of solutions for legal professionals, we wish to be closer to our clients to become actors of change in their business.

This team is composed of 9 salespeople.

As an Account Manager at LexisNexis France, you will be the preferred contact for our legal professional clients, playing a key role in managing and developing fruitful client relationships. You will be responsible for promoting and maximizing the use of our innovative SaaS solutions with high added value, while ensuring the satisfaction and retention of your clients. Travel throughout France expected.

Your challenge in this new team:

• You will manage and develop a portfolio of existing clients (historical clients and new clients assigned during the year): as a complete and main contact on a daily basis, you will maintain and develop this portfolio of clients in line with commercial objectives.
• You will elaborate clear and detailed sales plans for each assigned account: your progressive knowledge of each account, its sector of activity, and its history will allow you to target your efforts to determine the additional solutions (cross selling) that LexisNexis can provide to each.
• You will identify new contacts and build networks within this client portfolio: the construction of a network within each client will allow you to discover new opportunities for additional sales to exceed the objectives of new associated business (cross selling activity with new contacts).
• You will establish and maintain excellent relations with all your interlocutors within each client: you will thus ensure long-term and positive relations to provide them with a global service of superior quality and ensure the reengagement of contracts at maturity.
• You will pilot the risk with your clients by prioritizing your actions using our CRM and implement cross-functional action plans with product, content, and marketing teams to avoid cancellations and address them in case of a request for contract termination.
• As a commercial objective carrier, you will reach and exceed the sales and attrition objectives assigned by ensuring constant revenue growth.
• You will use commercial action tracking tools, notably the CRM (SalesForce), to update information and follow the progress of projects.

Your skills

• You have 3 years of experience as a Sales, Account Manager on the sale of complex solutions in a SaaS B2B universe
• You have experience in legal or technological environments, type Account Management B2B
• You have tasted the power of generative AI and are keen on its development in business practices!
• You are able to absorb and use a large amount of information on products, systems, and markets. Having knowledge of the sector of activity and the products/services of the company would be a plus.
• You know how to establish and maintain solid relationships with demanding and rushed clients, you have a reflex of using a client-centered approach focused on value.
• You know how to prioritize client requests and give visibility
• You have excellent communication and negotiation skills
• You are rigorous, organized, and master the project mode. You know how to anticipate.
• You know how to manage pressure and commit to collective success
• You know CRMs such as Salesforce
• You have an analytical mind to interpret the data of your commercial pipe, sales figures, and risk
• You have a problem-solver profile: no problem, only solutions!
• You are comfortable in English (written and spoken)

Stages in the recruitment

• Exchange with the person in charge on the Talent Acquisition side
• A video call with the manager
• A case study
• Debrief of the case study with a member of the AM team + Directrice CSM + the 2 Head of Account Management
• An interview with our VP Sales
• An offer if everyone is aligned ?

Additional information

• Workplace: Paris 15th, metro Félix Faure
• Remote work: 2 days/week
• Type of contract: CDI
• Start date: asap

Your first month

• Join a promotion of new arrivals, and participate in a 3-week onboarding program that will train you on the knowledge of the different teams, our solution & our ecosystem,
• Meet your sponsor or mentor who will welcome you and make sure your first steps at LexisNexis go as smoothly as possible!