Regional Sales Manager, Mid Size Law Firms

Thomson Reuters•Frisco, TX

4d•Remote

About The Position

The Regional Sales Manager for the MLF 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 Senior Sales Executives in the areas of new products, sales skills, productivity tools as well as professional development. About the Role In this opportunity as a Regional Sales Manager, you will: 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 Hire 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 Ensure positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as needed Participate with and partnering with the Quality Assurance team to assure that our customers experience is without compromise Manage travel & expense budgets for manager and all direct reports, as well as the regional budget; Tracking monthly growth goals, renewal and revenue

Requirements

Four year degree or equivalent experience; MBA and or JD a plus
5-7 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
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
Adept at forecasting monthly goals
Excellent knowledge and understanding of products and services for the Small Law Channel.
Strong understanding of the market
The ability to use financial tools to assist in planning, forecasting and productivity improvement
Effective coaching abilities, managing overall performance; ability to demonstrate and teach related job skills to optimize employee’s performance
A strong understanding of the law firm’s overall business; ability to listen effectively and obtain necessary information on law firms
Ability to utilize 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
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
Hire 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
Ensure positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as needed
Participate with and partnering with the Quality Assurance team to assure that our customers experience is without compromise
Manage travel & expense budgets for manager and all direct reports, as well as the regional budget; Tracking monthly growth goals, renewal and revenue

Benefits

Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
We are one of the few companies globally 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.
Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match.
In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave.
optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

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