Regional Sales Manager, Find Law (West)

The Regional Sales Manager for the FindLaw Channel is responsible for leading a team that will drive channel revenue growth via acquisition of new customers, as well as up selling and retaining existing customers. This position will be responsible for maintaining fully staffed territories and supporting related recruiting and hiring activities. This position is responsible for providing effective coaching, training and performance management to Account Executives in the areas of new products, sales 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 products and services for the Small Law Channel. Strong understanding of the market.
• Adept at forecasting monthly goals
• The ability to use financial tools to assist in planning, forecasting and productivity improvement.
• 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 firm's overall business; ability to listen effectively and obtain necessary information on law firms.
• 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

Responsibilities

• Achieve new sales quotas and renewal targets to reach set growth goals. Drive online revenue growth goals by incorporating the Client Management associates in a partnership role that enhances the customer's experience.
• Ensure that all territories are fully staffed. Participate in all related recruitment efforts for assigned territories.
• Responsible for hiring qualified employees with strong skill sets in sales, product and market knowledge. Help maintain a qualified sales bench of candidates to expedite the hiring process and to minimize open territory coverage impact
• Provide performance coaching and job training to direct reports to assist in meeting and exceeding sales quotas. Participate in field rides and provide guidance through on the job training.
• Manage regional territory effectively and efficiently. Maintain monthly reports on pipeline activity, field rides, expenses and employee performance.
• Team with Inside Sales, NPD, Strategic Marketing, Central Marketing, SAM Training and other organizations in order to optimize achieving sales revenue and growth responsibilities as well as Pilot participation.
• Responsible for ensuring positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as needed.
• Participation with and partnering with the Quality Assurance team to assure that our customers experience is without compromise

Qualifications

• Four-year degree or equivalent experience; MBA and or JD a plus
• 5-7 years' experience with successful leadership sales in Business to Business marketplace, digital marketing experience preferred
• Sales management experience, preferably in the legal market
• Experience with Coaching Sales Process, product training and professional development.

Financial Responsibility

• Travel & Expense budgets for manager and all direct reports
• Regional budget

What's in it For You?

You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:

• COVID-19 Response: Currently working remotely and following local COVID-19 bylaws and guidelines with the majority of our offices being remote until July 2021. Upon return, we will be embracing a hybrid work environment consisting of in-office and remote work
• Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more
• Wellbeing: Comprehensive benefit plans; company-wide Mental Health Day Off; Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing
• Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters cafe networking
• Social Impact: Eight employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact
• Purpose Driven Work: We have a superpower that we've never talked about with as much pride as we should - we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
• Compensation: Base salary and a variable compensation that is directly related to your success

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Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we've been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world's most global news services - Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

We are powered by the talents of 25,000 employees across more than 75 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

Accessibility

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

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The location(s) for this role include one or more of the following states (CA, CO, CT, NV, WA) and/or remote. The target total cash compensation range for the role in any of those locations is $182,000 - $338,000. This is inclusive of both base pay and any target sales incentive. Pay is positioned within the range based on several factors including an individual's knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.

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