Senior Business Development Manager, Lexology Academic

Senior Business Development Manager, Lexology Academic

Department: Commercial

Employment Type: Full Time

Location: New York

Reporting To: Angus Codd

Description

Why LBR?

An amazing market position, enviable growth, collaboration and wonderful people are just some of the reasons to further your career with Law Business Research. Our culture is shaped by our core values that promote equality, agility, and respect in everything we do.

Law Business Research has been selected as a finalist for the 2024 Inspiring Workplaces Awards. We're proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees

We are happy to share that we have partnered with Business Disability Forum to help us on our journey to becoming a more inclusive employer and achieving Level 2 Disability Confident Accreditation. Business Disability Forum work with partners, businesses like ours, the government, and disabled people to improve the life experience of disabled employees and consumers, by removing barriers to inclusion.

Through this partnership we'll have access to expert advice, events and practical resources that we can share with our teams to help us become more disability inclusive and better support our current and future employees. Watch out for further updates.'

We also take our place in this world of ours very seriously and engage in a wide variety of charitable and community based initiatives. We work extensively with Swawou School in Sierra Leone, which we established to provide education for 120 girls, and on an ongoing basis we underwrite the school's costs.

'We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.'

Key Responsibilities

The Role:

Law Business Research has a portfolio of platforms serving the Legal (Private Practice, In-House), GRC, IP and Arbitration markets - all based around the provision of Intelligence, News, Analytics and tools.

We are looking to hire a Senior Business Development Manager, Lexology Academic, to join our Practice Intelligence GTM division, leading the drive the sales of, and retention of academic institutions. This is a new role spearheading the drive of our new Lexology Academic platform to serve client needs with content from across all our current subscription products. This role will report, initially, directly into the Commercial Director, Practice Intelligence. The key drives for the role are:

• Leading on Lexology Academic sales effort to both new logo and incumbent client (of legacy platform) prospects
• Leading on own individual sales as above and guiding the activity of others globally on the same
• Acting as the Lead channel for liaison to and from Product regarding feedback from the Academic market for product, content and commercial development

Key Responsibilities

• Ensure that the platform is presented in the best light with new and existing customers globally
• Deliver product demos to demonstrate how Lexology Academic can help them deliver meaningful value for their audience. This includes demo preparation, delivery and following up questions
• Lead and conduct onsite engagements to understand customer processes, requirements and facilitate solution discussions.
• Work with prospective clients to align their tactical and strategic challenges through implementing the new platform across their institutions
• In conjunction with LBR's support teams complete RFx documents on behalf of the company
• Initiate, develop and maintain strong relationships with customers to win new business.
• Complete Account Management activities as and when required including, but not limited to, developing and maintaining strong relationships with clients, identifying opportunities to upsell and upgrade, and supporting the renewal cycle.
• Work with your colleagues in the company to ensure the highest standards of delivery
• Regularly identify opportunities for up-selling and cross-selling to increase company revenue.
• Demonstrate in-depth market and sector knowledge of clients and competitors that is shared within the company to enhance client experience and product development.
• Deliver effective communications, which can be adjusted depending on the product and audience.
• Update the CRM to ensure that it accurately reflects your sales activity through the buying stage to move Leads and Opportunities to Closed Won or Closed Lost status.
• Ensure your clients have signed contract and orders are processed in accordance with GDPR regulations.
• Assist in developing and then lead in implementing plans to maximise new business opportunities by developing sales to meet revenue targets.
• Attend client meetings and communicate new product developments, obtaining client feedback.
• Develop strong cross-organisational relationships with key stakeholders (editorial, content, marketing, finance, product, team leaders etc.)
• Network with clients, attend industry events to build strategic relationships to enhance brand and opportunities for new business.

Skills Knowledge and Expertise

• Excellent negotiation and communication skills, particularly a highly professional telephone manner.
• Self-motivated and driven to achieve targets
• Skills with the ability to "Own the Room". Soft Skills include Communication, Co-ordination, and business consensus
• Natural new business hunter looking to ensure a positive outcome for the organisation.
• Understands business goals and market perceptions and how this role impacts both.
• Seeker of information (internal and external) to help drive the right approach to lead to the right outcomes.
• Knowledge on organization offerings with a strong focus on attention to detail.
• Customer focused - excellent understanding of customer needs alongside business drivers and experience of using that knowledge to set priorities, solve operational issues and drive revenue growth.
• Entrepreneurial spirit and action-oriented mindset.
• Some broad knowledge of Academic Information market
• It is an advantage to have worked in the Academic and Legal markets

Benefits

Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported:

Start of employment:

• Eye Care
• Employee Assistance Programme
• A day off for your birthday

After 3 months employment:

• Pension (4% employer contribution and 4% employee contribution)
• Cycle to Work scheme
• Season ticket loan
• GBP 350 annual wellbeing allowance to contribute to gym membership & fitness classes

After 4 months and 1 year's service:

• Life assurance after 4 months
• Private healthcare after 1 years' service

Additional Perks:

• Company socials e.g., Christmas and Summer parties
• Access to Employee Affinity Networks
• Mentoring scheme
• Volunteering Day
• Mortgage Advice

We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability. We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process. If you do require any reasonable adjustments to be made, please let us know as part of our application page.