Small Law Firm Full Inside Territory
The Small Law Firm Full Inside Territory (FIT) Regional Manager lead their team of FIT Sales Consultants in the selling of online and solutions products through outbound telephone calls to potential and existing law firm customers. The Regional Inside Manager will direct their team to achieve successful attainment of their new sales and renewal goals on a monthly basis for the Small Law Firm channel. The FIT team supports the efforts of the Small Law Firm channel by acquiring, retaining and growing business within one to 29 attorney band firms.
Maximize total new sales growth and renewals by promoting the sale of industry leading online legal research products, print bundles and solutions through outbound sales efforts using a consultative and solutions based sales approach
Recruit, coach and develop an effective team of Full Inside Territory (FIT) Sales Consultants capable of delivering new sales quotas, renewal quotas and driving key product sales.
Direct FITs on their pipeline management and forecasting.
Work with Marketing on campaigns, incentives and promotions and ensure focus toward attainment of channel / department goals and objectives.
Partner with SLF sales management to ensure alignment with sales objectives as well as departmental ownership of talent development.
Monitor performance through call monitoring, personal interaction, activity review and other measures to ensure customers are receiving prompt, courteous and efficient service.
Collaborate and partner with sales support channels; Marketing, Field Sales, Finance, Human Resources etc; to enable maximum opportunity to successfully attain goals.
Proactively identify and respond to issues in the department that affect teamwork and goal attainment. Provide innovative and creative solutions, in addition to leveraging peers, in the resolution process.
Counsel and provide guidance to FITs with employee relations situations and performance management concerns.
Conduct annual performance and salary reviews for FITs.
Work with organizations throughout Thomson Reuters to ensure customer accounts are handled efficiently and accurately and customer issues are resolved in a timely manner.
Maintain a working knowledge of company products, special sales programs and marketing efforts within the sales division.
Builds rapport and relationships with internal and external customers through prompt, courteous, efficient, and professional service.
Identifies gaps and other opportunities to improve sales attainment capabilities.
Adhere to ethical standards contained in the Thomson Reuters Code of Conduct while servicing customers and meeting department goals.
Assumes other responsibilities as required or requested by Leadership.
Core Leadership Values
Commitment to People:
Creates an environment to attract the best and brightest people
Retains the right people through coaching, development and personal growth
Recognizes behaviors and contributions
Displays a deep understanding of our customers, applies knowledge of business and market dynamics to provide value-add solutions and services
Drives change, innovation and accountability by executing on goals and initiatives
Able to understand when and where to make adjustments to business operations in order to meet objectives
Builds constructive relationships across the organization with key business partners - including channel teammates, Segment, NPD, HR and Finance - to drive the business forward
B.S. in business or related area required; MBA or J.D. preferred.
years experience with successful sales in Business to Business marketplace
Sales management experience, preferably in the legal market
Experience with Coaching Sales Process, product training and professional development
Telemarketing or consultative sales related experience strongly preferred
Proven record of successful sales performance a plus
Ambitious self-starter with high energy and motivation
Exceptional oral communication and relationship building skills
Excellent organizational skills
Ability to interact effectively with a professional client base and convey a professional demeanor during all customer exchanges
Ability to adapt to change
Computer proficiency in Microsoft office and technology aptitude for internal business systems
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.