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Lead Generation Manager

Thomson Reuters Sales 11/7/2017 8:28:57 AM London, United Kingdom
Job Description

Business Unit: Tax and Accounting

The Tax & Accounting business of Thomson Reuters is the leading provider of technology and information solutions, as well as integrated tax compliance software and services to accounting, tax and finance professionals in accounting firms, corporations, law firms and government. Headquartered in New York, Tax & Accounting has major operations in Ann Arbor, Dallas, Hyderabad, London, Sydney, and Toronto.

Position Title:  Lead Generation Manager

Location:  London DTC, moving to Canary Wharf early 2018

Role Summary:

  • This position is responsible for driving appointment setting within the ISR team by leading, motivating and monitoring performance to deliver first class results.
  • The role will assist the Head of Customer Operations in running the team on a day to day basis

The Lead Generation Manager will lead a team of Inside Sales Representatives (3) to arrange targeted introductory calls and first stage client meetings. The role will involve coaching, mentoring and developing the team as well as responsibility for own appointment target and for co-ordination and management of the outsourced lead generation programme.

This will involve new business prospecting, lead generation and qualification. It is therefore vital to develop long term relationships with the key contacts to nurture interest in our organization and to position our services accordingly. A high level understanding of our complex products will be required in order to understand a client’s issues, our own USPs and to deal with objections accordingly.

Brand: ONESOURCE:

Thomson Reuters ONESOURCE provides tax software solutions for multinational corporations. ONESOURCE solutions cover a broad range of taxes including Direct Tax Compliance and reporting, Indirect Tax determination and Compliance, Tax Planning and Workflow Management. (www.onesource.thomsonreuters.com/regions/emea)

Major Responsibilities / Accountabilities:

The primary purpose of this role is generate discovery calls for the Account Managers to show the suite of products and services that Thomson Reuters’ Tax & Accounting offer. This will occur via outbound calling, management of outsourced lead generation partner and handling of inbound marketing-generated leads.  Lead generation contributes directly to top line revenue growth and also aims to enhance prospect relationships and increase the volume of quality customer touch points.

Responsibilities include:

  • Responsible for obtaining a personal set appointment quota and helping to attain team appointment quota.
  • Collaborates with Director, Customer Operations to identify and develop training for ISR team that will improve team performance
  • Identify, implement and drive incentive schemes to boost performance and keep team morale high
  • Participate in the recruitment process for new employees as needed.
  • Deliver end of year performance reviews (after discussion with Head of Customer Operations)
  • Works with Sales Managers to establish, develop, and manage Sales programs, which include metrics, creating scripts, and identifying and integrating best practices to meet sales trends.
  • Provide SF reporting on performance across individuals / product lines / campaigns
  • Liaise with Sales Ops and AMs to make sure monthly Event status report completed correctly and on time
  • Liaise with Marketing and Management team to identify trends/campaigns that ISR team could deliver to maximize opportunities within the market place
  • Collaborate with Director, Customer Operations and / or other teams to recognize and suggest process improvements within team processes
  • Coaching,  mentoring and developing team members and ensuring that the team hits target
  • On-going management of the outsourced lead generation partner

Key Relationships:

  • The ISR team will have contact with medium to large sized multi-national corporations within the EMEA market, specifically around the business functions of Tax and Finance. This contact will be predominantly done via the phone and via email.
  • The ISR team will be working very closely with the AMs and excellent internal relationship management skills are required.
  • The Lead Generation Manager will manage the ISR team and work very closely with the outsourced lead generation provider and with the TR marketing function.

Technical /Professional Skills & Competencies:

Essential Skills and Description:

The ISR should possess excellent communication skills, both verbal and written, be computer literate and able to use most common applications as well as a CRM system.  They should also be organised, methodical and have good attention to detail. Telephone sales / cold-calling skills experience essential.

They should have experience of leading and coaching a lead generation or sales team, formally or informally.

Desired Skills and Experience:

  • Knowledge of tax and /or accounting or software application sales.
  • Experience of managing outsourced provider/partner relationship

Education/ Certifications:

  • Degree or equivalent experience required.

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
London-United Kingdom
Req #: JREQ093811
Locations: London-United Kingdom
Job Function: Sales
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