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Key Accunt Manager Legal Market

Thomson Reuters Sales 4/16/2018 4:47:05 AM Madrid, Spain
Job Description

Thomson Reuters provides information and solutions to the legal community, serving law firms, corporate lawyers, Academics and the Government across Iberia. Currently we are expanding our Legal business by providing global solutions and services to legal professionals and building country specific legal services.

Role Purpose/ Summary:

This role will be responsible for expanding our business revenue across the Iberian legal market, for introducing Thomson Reuters Legal products and solutions and successfully sell our legal solutions to Spanish largo law firms ( with over 30 lawyers) The role is also responsible to sell Thomson Reuters Legal products and solutions to selected Law Firms in Spain & Portugal, identify potential customers, contact them, qualify leads, demonstrate our solutions, close the deal and attain an excellent individual sales performance

Major Responsibilities / Accountabilities:

  • Manages, retains and grows revenue, responsible for sales and the customer relationship, including  new sales and revenue quota attainment.
  • Assists in cultivating customer relationships and ensures effective service delivery to accounts.
  • Focuses on customer's satisfaction, knows the customer's business and workflows, develops proper contact network within accounts.
  • Identifies new opportunities, lead sells 'core' legal products.
  • Responsible for forecasting on monthly and quarterly basis.
  • Attends to customer issues promptly.
  • Owns account management within the appropriate sales tool.
  • Understand Legal markets and legal community in order to be an advisor  on solutions, efficiency, and change in the industry . Participate in legal meetings, seminars, conferences and connect with participants
  • Connect with key players’ and decision makers in the legal community, create business relationships
  • Schedule and perform successful Business Development for targeted accounts to understand client needs and how our solutions can help clients increase efficiency, profitability and better manage their business objectives
  • The role holder will be expected to develop and implement territory and account plans in accordance with business objectives, develop sales strategies and key relationships with accounts.
  • Pipeline management - Effectively manage the sales pipeline to ensure an adequate amount of leads and deals are in the pipeline identified for both short- and long-term success. Build and deliver an accurate account pipeline to show product mix to deliver sales attainment and quantity of sales. Accurately forecast sales opportunities of both product sets and keep internal systems up-to-date with account information, activities and contacts
  • Actively collaborate with Thomson Reuters sales and support specialists in Spain and other countries
  • Demonstrate product knowledge and deliver product demonstrations. Maintain proficiency in all global Legal products and solutions to deliver effective solution demonstrations.
  • Responsible for the management of personal expenses in line with company policies
  • Understand the legal tech landscape globally and in Spain
  • Understand and influence the firm's information and technology and application roadmaps

    Mandatory Skills and Experience:

    The key areas we will be looking for ability include:

  • Ability to identify, build and maintain relationships with influencers and decision-makers
  • Strong closing skills, strong influencing skills with proven negotiating abilities
  • Presentation skills, good commercial acumen
  • Good team worker
  • Good at client management, communication, presentation and sales skills with ability to articulate complex messages
  • Competent in consultative and solution selling. Ability to interact and sell at all levels in a law firm including the C-level
  • Ability to create the desired solution for the business and the client
  • Ability to engage with external Consultants and Influencers, to gain their trust and 'partner' with them to secure business growth
  • A comprehensive understanding of the legal and/or professional services marketplace, its business culture, processes, value drivers and business operations
  • Ability to work across borders and collaborate with colleagues, work with and bring in specialists including Pre-Sales, Project Managers, Product Managers, Specialist Sales Managers and management/leadership to support the development and growth of the business
  • Customer focus and relations, putting customer at the forefront of decision making processes
  • Knowledge of (ideally practice knowledge in) Spanish law
  • Fluent  in English

    Desirable Skills and Experience:

  • Legal Background or understanding is a plus
  • working knowledge of legal information, case and matter management applications and other critical business operational processes in law firms and corporate legal in-house departments 
  • A comprehensive understanding of the legal and/or professional services marketplace, its business culture, processes, value drivers and business operations
  • Knowledge of Portuguese

Education/ Certifications Required:

  • Law degree or similar

    What we offer

    At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one - collaborating to reach shared goals, and developing through challenging and meaningful experiences. With more than 45,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.

    Diversity

    As 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 country or local law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.


    Intrigued by the challenge? Come join us.

    To learn more about what we offer, please visit thomsonreuters.com/careers.

    More information about Thomson Reuters can be found on thomsonreuters.com.



    Locations
    Madrid- Spain

At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one - collaborating to reach shared goals, and developing through challenging and meaningful experiences. With more than 45,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.

As 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 country or local law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.


Intrigued by a challenge as large and fascinating as the world itself? Come join us.

To learn more about what we offer, please visit thomsonreuters.com/careers.

More information about Thomson Reuters can be found on thomsonreuters.com.



Locations
Madrid-Spain
Req #: JREQ102752
Locations: Madrid-Spain
Job Function: Sales
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