Sales Manager, Transactional Practices - GLLF

Thomson Reuters • Eagan, MN

5d

About The Position

The Sales Manager for Transactional Practices is responsible for leading an overlay sales team that will drive channel revenue growth via acquisition of new customers within existing GLLF firms. This position will be responsible for executing sales strategy involving AI products geared towards transactional attorneys within large law firms. This position is responsible for providing effective coaching, training and performance management to Senior Sales Executives in sales strategy, territory planning, pipeline generation and win rate, as well as professional development. About the Role In this opportunity as a Sales Manager, Transactional Practices, you will: Achieve new sales quotas 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 Manage team effectively and efficiently. Maintain monthly reports on pipeline activity, direct sales involvement, expenses and employee performance Partner with Marketing, Product, Commercial Excellence, Sales Enablement, and other internal organizations in order to optimize sales attainment and revenue growth Ensure positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as needed About You You're a fit for the Sales Manager, Transactional Practices role if your background includes: Four year degree or equivalent experience; MBA and/or JD preferred 5-7 years of experience with successful sales in Business to Business marketplace Background in legal services, law firm operations, or experience selling to transactional practice groups (M&A, corporate, securities, finance) with working understanding of law firm structure and attorney workflows Sales management experience, preferably in the legal market or legal technology sector Experience with Coaching Sales Process, product training and professional development Our ideal candidate will also possess: 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 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 model, including partnership structures, billing models, and practice group dynamics; ability to listen effectively and obtain necessary information on law firm priorities and pain points 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 #LI-AY1

Requirements

• Four year degree or equivalent experience
• 5-7 years of experience with successful sales in Business to Business marketplace
• Background in legal services, law firm operations, or experience selling to transactional practice groups (M&A, corporate, securities, finance) with working understanding of law firm structure and attorney workflows
• Sales management experience, preferably in the legal market or legal technology sector
• 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
• 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 model, including partnership structures, billing models, and practice group dynamics; ability to listen effectively and obtain necessary information on law firm priorities and pain points
• 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

Nice To Haves

• MBA and/or JD preferred

Responsibilities

• Achieve new sales quotas 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
• Manage team effectively and efficiently.
• Maintain monthly reports on pipeline activity, direct sales involvement, expenses and employee performance
• Partner with Marketing, Product, Commercial Excellence, Sales Enablement, and other internal organizations in order to optimize sales attainment and revenue growth
• Ensure positive and effective relationships are established and maintained with customers.
• Assists in customer escalation issues and provides customer relationship support as needed

Benefits

• Flexibility & Work-Life Balance: 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.
• Career Development and Growth: 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.
• Industry Competitive Benefits: 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.
• Culture: 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.
• Social Impact: 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.
• Making a Real-World Impact: 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.
• In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. 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. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws.
• Finally, Thomson Reuters offers the following additional benefits: 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager