Segment Manager, Large Law Pricing - Core Market

Job Description

Large Law Pricing Managers play a critical role in helping us maximize revenue within an assigned territory, implement our pricing strategies, maintain pricing integrity and deliver the best value to our customers.

Day-to-day, they serve as strategic negotiation advisors to our sales teams, monitor accounts for risk, provide oversight of quotes and proposals, make deal approval decisions, manage our pricing and selling rules and more.

Insights gained from these interactions help them establish the overarching strategies, programs and initiatives to drive performance in their territory.

Pricing Managers sit an exciting intersection of sales, finance, operations, product and more in our business. If you thrive on teamwork, have a keen eye for detail, are comfortable with numbers and enjoy directly impacting the bottom line, we want to hear from you!

About LexisNexis and Large Law

LexisNexis, a part of RELX, is a leading global provider of legal, regulatory and business information. We help customers increase productivity and improve decision-making and outcomes.

Our 10,500 experts and innovative tools help us shape a better world for our customers and communities.

Hybrid role with office days of Monday and Tuesday at Dayton, OH location*

Responsibilities

• Serve as a strategic negotiation and pricing advisor to our sales teams by : (1) Developing, influencing and managing the overall negotiation and pricing strategies for renewals;
• 2) Conducting research and analyzing available data to help inform negotiation tactics and make decisions; (3) Helping our sales teams to effectively communicate our position and relay proposals, which may include crafting persuasive messages, preparing talking points and practicing effective communication strategies;
• 4) Providing guidance on specific negotiation tactics and techniques to achieve desired outcomes, which may include advising on how to frame arguments, handle objections, manage concessions and build rapport with other parties;

5) Identifying potential obstacles or challenges that may arise during negotiations and developing creative solutions to overcome them

• Implement a robust Health Check program within your assigned territory to monitor renewals for risk by : (1) Reviewing the terms of existing contracts, evaluating usage and adoption patterns to understand how actively clients are using applicable products and evaluating the competitiveness of spends compared to peer benchmarks and competitor offerings;
• 2) Soliciting and evaluating sales team feedback on whether a firm is realizing the expected value from products and services and the strength of relationships with each firm;
• 3) Hosting a regular Health Check meeting cadence, including asking thoughtful questions, challenging the status quote and helping sales teams to interpret data;

4) Developing targeted strategies to mitigate renewal risks and capitalize on emerging opportunities, ensuring steps are being taken to achieve the desired outcomes

• Provide second-level oversight of quotes and proposals by validating spends, product and content mix and ensuring all pricing and selling rules have been followed
• Make and communicate informed deal approval decisions by : (1) Conducting a comprehensive analysis of each deal, including floors, progression and counter-offers;
• 2) Evaluating the potential impact of the deal on revenue and business objectives; (3) Identifying and assessing any potential risks associated with the deal;
• 4) Collaborating with cross-functional stakeholders, including sales, finance, legal and product to gather input and ensure alignment;
• 5) Communicating decisions and providing alternatives for consideration to relevant stakeholders, including providing a rationale or justification for decisions, especially if the deal is rejected or requires business modifications;

6) Documenting the rationale behind the decision, including key considerations, analysis of findings and approval criteria

• Maximize revenue within assigned territory through the development and implementation of overarching strategies, programs and initiatives to drive performance
• Stay informed about market trends, competitive strategies and industry developments that could impact renewal risk

Qualifications

• Bachelor’s degree in Business, Economics, Finance or related field
• Previous experience with negotiations, including sales or serving as a strategic negotiation advisor for large, complex customers required
• Previous experience in pricing, sales operations, finance or related role a plus, but not required
• Strong mathematical aptitude, business acumen and comfort with numbers
• Microsoft Excel proficient, including the ability to write basic formulas, apply formatting, create pivot tables and assist with basic report creation and queries
• Excellent written, oral and interpersonal skills
• Detail-oriented with excellent organizational skills

Working with Us

LexisNexis is proud to be an equal-opportunity employer. We are committed to equal opportunity employment regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.

Together, we are building a diverse and inclusive workplace.

Working for you

We believe in a healthy work / life balance. We know that your well-being and happiness are key to a long and successful career.

These are some of the benefits we are delighted to offer :

• Comprehensive, multi-carrier health plan benefits
• Disability insurance
• Dependent care and commuter spending accounts
• Life and accident insurance
• Retirement benefits (salary investment plan / employer stock purchase plan)
• Modern family benefits, including adoption and surrogacy
30+ days ago