Thomson Reuters
Regional Sales Manager, Mid-Size Law Firms
Thomson Reuters, Washington, District of Columbia, us, 20022
The Regional Sales Manager for the MLF Channel is responsible for leading a team that will drive channel revenue growth via acquisition of new customers, as well as up selling and retaining existing customers. This position will be responsible for maintaining fully staffed territories and supporting related recruiting and hiring activities. This position is responsible for providing effective coaching, training and performance management to Senior Sales Executives in the areas of new products, sales skills, productivity tools as well as professional development.
About the Role
In this opportunity as a
Regional Sales Manager , you will:Achieve new sales quotas and renewal targets to reach set growth goals; Drive online revenue growth goals by incorporating the Client Management associates in a partnership role that enhances the customer's experienceEnsure that all territories are fully staffed. Participate in all related recruitment efforts for assigned territoriesHire qualified employees with strong skill sets in sales, product and market knowledge; Help maintain a qualified sales bench of candidates to expedite the hiring process and to minimize open territory coverage impactProvide performance coaching and job training to direct reports to assist in meeting and exceeding sales quotas. Participate in field rides and provide guidance through on the job trainingManage regional territory effectively and efficiently. Maintain monthly reports on pipeline activity, field rides, expenses and employee performanceTeam with Inside Sales, NPD, Strategic Marketing, Central Marketing, SAM Training and other organizations in order to optimize achieving sales revenue and growth responsibilities as well as Pilot participationEnsure positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as neededParticipate with and partnering with the Quality Assurance team to assure that our customers experience is without compromiseManage travel & expense budgets for manager and all direct reports, as well as the regional budget; Tracking monthly growth goals, renewal and revenue
About You
You're a fit for the
Regional Sales Manager
if your background includes:Four year degree or equivalent experience; MBA and or JD a plus5-7 years experience with successful sales in Business to Business marketplaceSales management experience, preferably in the legal marketExperience with Coaching Sales Process, product training and professional development
Our ideal candidate will also possess:Excellent Leadership skills with a proven track record of sales success, creative and adaptable with the ability to effectively coach and lead in a changing environment; Adept at forecasting monthly goalsExcellent knowledge and understanding of products and services for the Small Law Channel. Strong understanding of the marketThe ability to use financial tools to assist in planning, forecasting and productivity improvementEffective coaching abilities, managing overall performance; ability to demonstrate and teach related job skills to optimize employee's performanceA strong understanding of the law firm's overall business; ability to listen effectively and obtain necessary information on law firmsAbility to utilize appropriate interpersonal styles to establish effective relationships with employees, customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one's intentionsStrong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all partiesExcellent time management and organizational skillsExcellent communication skills: verbal, written and presentationWhat's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:Wellbeing:
Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.Culture:
Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.Learning & Development:
LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters cafe networking.Social Impact:
Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.Purpose Driven Work:
We have a superpower that we've never talked about with as much pride as we should - we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan. Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The location(s) for this role include one or more of the following metro locations: Los Angeles, New York City, San Francisco, Washington, DC. The target total cash compensation range for the role in any of those locations is $215,600 - $400,400. The location(s) for this role include one or more of the following states: CA, CO, CT, IL, NV, TX, WA and/or remote. The target total cash compensation range for the role in any of those locations is $196,000 - $364,000. The target total cash compensation range in other locations may vary. This is inclusive of both base pay and any target sales incentive. Pay is positioned within the range based on several factors including an individual's knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This job posting will close 01/31/2025.Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we've been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world's most global news services - Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.AccessibilityAs a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.
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About the Role
In this opportunity as a
Regional Sales Manager , you will:Achieve new sales quotas and renewal targets to reach set growth goals; Drive online revenue growth goals by incorporating the Client Management associates in a partnership role that enhances the customer's experienceEnsure that all territories are fully staffed. Participate in all related recruitment efforts for assigned territoriesHire qualified employees with strong skill sets in sales, product and market knowledge; Help maintain a qualified sales bench of candidates to expedite the hiring process and to minimize open territory coverage impactProvide performance coaching and job training to direct reports to assist in meeting and exceeding sales quotas. Participate in field rides and provide guidance through on the job trainingManage regional territory effectively and efficiently. Maintain monthly reports on pipeline activity, field rides, expenses and employee performanceTeam with Inside Sales, NPD, Strategic Marketing, Central Marketing, SAM Training and other organizations in order to optimize achieving sales revenue and growth responsibilities as well as Pilot participationEnsure positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as neededParticipate with and partnering with the Quality Assurance team to assure that our customers experience is without compromiseManage travel & expense budgets for manager and all direct reports, as well as the regional budget; Tracking monthly growth goals, renewal and revenue
About You
You're a fit for the
Regional Sales Manager
if your background includes:Four year degree or equivalent experience; MBA and or JD a plus5-7 years experience with successful sales in Business to Business marketplaceSales management experience, preferably in the legal marketExperience with Coaching Sales Process, product training and professional development
Our ideal candidate will also possess:Excellent Leadership skills with a proven track record of sales success, creative and adaptable with the ability to effectively coach and lead in a changing environment; Adept at forecasting monthly goalsExcellent knowledge and understanding of products and services for the Small Law Channel. Strong understanding of the marketThe ability to use financial tools to assist in planning, forecasting and productivity improvementEffective coaching abilities, managing overall performance; ability to demonstrate and teach related job skills to optimize employee's performanceA strong understanding of the law firm's overall business; ability to listen effectively and obtain necessary information on law firmsAbility to utilize appropriate interpersonal styles to establish effective relationships with employees, customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one's intentionsStrong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all partiesExcellent time management and organizational skillsExcellent communication skills: verbal, written and presentationWhat's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:Wellbeing:
Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.Culture:
Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.Learning & Development:
LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters cafe networking.Social Impact:
Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.Purpose Driven Work:
We have a superpower that we've never talked about with as much pride as we should - we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan. Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The location(s) for this role include one or more of the following metro locations: Los Angeles, New York City, San Francisco, Washington, DC. The target total cash compensation range for the role in any of those locations is $215,600 - $400,400. The location(s) for this role include one or more of the following states: CA, CO, CT, IL, NV, TX, WA and/or remote. The target total cash compensation range for the role in any of those locations is $196,000 - $364,000. The target total cash compensation range in other locations may vary. This is inclusive of both base pay and any target sales incentive. Pay is positioned within the range based on several factors including an individual's knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This job posting will close 01/31/2025.Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we've been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world's most global news services - Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.AccessibilityAs a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.
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