Posted 22 days ago
Description
Account Development Manager - Small Law
Are you passionate about driving growth and managing ongoing commercial relationships? Join a growing global organization and take your career to the next level!
About Our Team
Our Small Law Relationship Management Team is responsible for driving digital & generative AI transformation within the boutique firm market, providing coverage from sole practitioners up to 10 Solicitor firms.
About The Role
We are seeking an experienced and dynamic Account Development Manager (ADM) to join our team. In this role, you will be responsible for delivering the desired commercial outcomes across a portfolio of Small Enterprise Law Firm accounts. You will secure the target revenue for the overall portfolio by identifying and capitalizing on growth opportunities across the territory. With automated renewals and pricing uplifts, your role is to uncover unrealized commercial opportunities. You will partner closely with the Client Engagement Manager (CEM) allocated to your territory, who is responsible for driving product adoption, engagement, and identifying upsell opportunities. With the recent launch of our new Gen AI Legal Assistant tool, there are massive opportunities for the right candidate. This is a permanent full-time role based either in Sydney or Melbourne with combined home/office-based arrangements to have flexible work-life balance.
Responsibilities
- Commercial Conversations: Manage all commercial interactions with assigned accounts, focusing on growth opportunities and maintaining strong relationships with existing clients.
- Upsell/Cross-Sell Management: Identify and execute on upsell and cross-sell opportunities in collaboration with the Client Engagement Manager.
- Customer Query Management: Handle customer queries from the automated renewal process, addressing cancellation and downsell requests effectively to retain clients.
- Renewal Conversations: Manage customer conversations when they request to speak to a representative rather than selecting a renewal option through the self-service portal.
- Marketing Leads Management: Follow up on marketing leads from existing customers to explore potential growth opportunities.
- In-App Messaging Engagement: Follow up with customers who engage with in-app offers.
- Data-Driven Insights: Leverage data insights and recommendation engines to prioritize efforts on customers with the highest growth potential and to understand common subscription patterns among similar customers.
Success Criteria
- Variable Compensation Plan: Uncapped commission structure rewards meeting and exceeding the growth and retention targets set for the territory, in addition to the opportunity for quarterly sprint incentives.
Requirements
- Degree qualified with proven experience in account management, business development, or a similar role within the SaaS/Legal industry.
- Strong commercial acumen, excellent communication skills, and a data-driven mindset.
- Years of work experience in sales, preferably in the legal solutions market.
- Ability to demonstrate high levels of achievement and performance against sales objectives.
- Proficiency in solution selling or software sales.
- Strong communication, negotiation and numeracy skills.
- Ability to collaborate and partner to meet customer needs.
Benefits
- Discounted health plan rate and optical assistance.
- Life assurance and income protection.
- Option to buy additional annual leave days.
- Employee assistance program.
- Flexible working arrangements.
- Benefits for you and your family.
- Access to learning and development resources.
- Retail discounts and cashback offers.
- Global discounts and free wellbeing & learning classes.
- Electric vehicle novated leasing.
About The Business
LexisNexis Legal & Professional® provides legal, regulatory, and business information and analytics that help customers increase their productivity, improve decision-making, achieve better outcomes, and advance the rule of law around the world.
As a digital pioneer, the company was the first to bring legal and business information online with its Lexis® and Nexis® services.
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