The Large and Medium Law Firm Sales Executive is responsible for selling WestlawNext and other NAL products, to the legal community within an assigned territory. Individual leverages his/her expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Large and Medium Law accounts. This is accomplished through an in-depth understanding of West products, sales techniques appropriate for a long sales cycle and the needs of the legal profession in order to bundle information solutions to meet broad firm needs.
- Investigates customer needs in order to build a comprehensive understanding of issues/concerns; Uses effective relationship building skills as a strategy for dealing with customers; is focused on the big picture and business perspective when making decisions and taking action.
- Demonstrates excellent ability to identify alternatives to penetrate an account deeper, wider and farther; creates bundled product packages to meet client needs.
- Demonstrates high level of professional qualities and disposition that commands attention and respect from C-Level executives at Large Law firms; adapts smoothly to changing requirements and politicized issues.
- Uses appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at West's largest customer sites; communicates and interacts effectively with internal team members including Inside Sales, Client Managers, Regional management, and Account Executives to create high performing collaborative teams.
- Exhibits a deep knowledge of West products such as WestlawNext, add-ons and print, and other NAL products, as well as the legal profession and the legal publishing industry: Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback and applies knowledge to practical use on the job.
- Attains sales targets and quotas on a monthly basis
- Demonstrates the use of Large Law products to the customer
- Obtains and provides territory information regarding market intelligence and penetration
- Partners with Account Managers to identify the sales opportunities within each account and determine the most appropriate sales strategy
- Partners with internal team members such as inside sales, Account Managers and Product/Sales Specialists to achieve revenue goals
- Confers with and assists in customer-related issues, including collections and complaints, as needed to maintain good customer relations
- Completes weekly sales performance reports
- Attends sales meetings and conventions as required
Qualifications, Experience, Knowledge and Skills
- Minimum 5 years successful sales experience in a consultative selling environment to C-level players
- 4 year college degree required
- Working knowledge of sales concepts, methods and techniques
- Ambitious self-starter with high energy and motivation
- Excellent communication skills and closing skills
- Effective time management skills
- Able to work from home office and travel to customer locations
- Proficient in MS Office/Internet
- Working knowledge of West products, experience selling into large law accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required.
- High level of competency with regard to internet, periodical and internal prospecting.
- Proficient database management skills
- Law degree preferred
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