The Regional Manager of Academic Account Management is responsible for leading a team that will drive market share, revenue growth, and preference for Westlaw and Thomson Reuters solutions in a designated law school region by effectively managing a team of Academic Account Managers. This position will be responsible for maintaining fully staffed territories and supporting related recruiting and hiring activities. Further the Regional Manager will be responsible for providing effective coaching, training and performance management to Academic Account Managers in the areas of new products, sales or presentation skills, productivity tools as well as professional development.
Knowledge, Skills and Abilities
- 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.
- Excellent knowledge and understanding of Thomson Reuters products and services. Strong understanding of the law school market.
- Skilled in coaching effectively, managing overall performance; ability to demonstrate and teach related job skills to optimize employee’s performance
- Exemplifies a strong understanding of the law school customers overall business; ability to listen effectively and obtain necessary information
- Uses 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 intentions.
- Demonstrates strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
- Excellent time management and organizational skills.
- Excellent communication skills: verbal, written and presentation
- Achieve renewal targets and new sales quota to reach retention and growth goals.
- Business Management – develop an operational business plan for the account management team which focuses on the driving market share, revenue growth and retention,preference and loyalty for Westlaw and TR solutions.
- Account Optimization – Drive the adoption of account plans that focus on territory and national goals
- Coaching - Provide performance coaching to academic account managers to assist in meeting and exceeding their quota. Participate in field rides and provide guidance through on the job role modeling
- Operational Duties – Provide guidance and oversight to expense management, work with account managers on territory planning, contribute to the leadership of the Academic Channel by providing updates on regional advances and initiatives.
- Product Development & Local Marketing – Partner closely with Segment to provide input on legal information products, services and solutions which make their use and adoption more efficient in the law school market. Design and recommend law school programs and promotions to maintain or stimulate growth.
- Hiring - Responsible for hiring qualified employees with strong skill sets in sales, product and market knowledge. Help maintain a qualified bench of candidates to expedite the hiring process and to minimize open territory coverage impact
- Four year degree or equivalent work experience; JD Strongly Preferred
- 5-7 years in a successful account management or sales role
- Sales management experience preferred, preferably in the legal market
- Experience with coaching of sales and account management process, product training and professional development.
- Strong working knowledge of law school market and legal industry
- Strong leadership and supervisory skills
- Excellent time management and organizational skills
- Excellent communication skills
- Excellent computer literacy
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