Account Executive , SLF

Thomson Reuters Corporation Detroit , MI 48222

Posted 6 months ago

Job Description:

Primary Location: Detroit

The Account Executive (AE) in the Small Law Channel is responsible for retaining and growing their existing account base and acquiring new accounts within their area of responsibility. Their territory consists primarily of an existing client base of approximately 230 accounts in 1-10 attorney size firms. The AE position is field based, requiring excellent face to face, telephone and writing skills. The successful AE draws on their high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within their accounts. The successful AE has the ability to develop trust, demonstrate their credibility with all account stakeholders through their knowledge of Thomson Reuters' products, and services and acquired knowledge of the legal industry. The AE tailors their presentations to the unique needs of the individual account and articulates their proposals through ROI justification to shorten the sales cycle.

Knowledge, Skills, and Abilities

  • Networks and partners with customers both over the phone and in person in order to build confidence and develop win/win solutions; proactively stays on top of additional sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales.

  • Effectively manages his/her territory via phone and in person by allocating appropriate time to prioritize goals, requirements, renewal opportunities and sales opportunities.

  • Demonstrates an excellent ability to meet the demands of selling to a large customer base by strategizing customer contact methods; operate with effectiveness and determination; acts promptly to take advantage of multiple opportunities; remains realistically positive in sales situations; persists to achieve sales goals despite barriers or difficulties by changing strategies, doubling efforts, or employing other techniques.

  • Uses appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at Thomson Reuters' customer sites; communicates and interacts effectively with internal team partners to achieve goals.

  • Exhibits a deep knowledge of Thomson Reuters products, as well as the legal profession and the legal publishing industry: Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback and applies knowledge to practical use on the job.

Responsibilities

  • Attains sales and renewal targets and quotas on a monthly basis by both in person customer visits and meetings over the phone.

  • Demonstrates the use of Small Law products to the customer

  • Obtains and provides territory information regarding market intelligence and penetration

  • Confers with and assists in customer-related issues, including collections and complaints, as needed to maintain good customer relations

  • Completes weekly sales performance reports and completes all Salesforce.com reporting in a timely and accurate manner

  • Attends sales meetings and conventions as required

Qualifications

  • Minimum 5 years successful sales experience (both over the phone and field sales); Legal industry preferred.

  • 4 year college degree or equivalent experience, JD a plus

  • Software as a Service Sales (SAAS) Experience a plus

  • Working knowledge of sales concepts, methods and techniques

  • Ambitious self-starter with high energy and motivation

  • Excellent communication skills and closing skills

  • Effective time management skills

  • Able to work from home office and travel to customer locations

  • Proficient in MS Office/Internet

  • High level of competency with regard to internet, periodical and internal prospecting.

  • Proficient database management skills

Ideal Candidate Profile/Success factors:

  • JD, legal sales experience, or SAAS experience

  • Consultative sales skills, specifically working with clients on a series of small sales over an extended period of time

  • Demonstrated success in a sales positions requiring a high activity level

  • Strong listening skills and ability to ask probing questions

  • Proficiency with sales related tools, ex. CRM systems

  • High level of integrity and strong understanding of sales ethics

  • Continuous learner, flexible and open-minded

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 25,000 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 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.

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

Detroit-Michigan-United States of America

Req #: JREQ126671

Locations: Detroit-Michigan-United States of America

Job Function: Sales


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Account Executive

Engine Media

Posted Yesterday

VIEW JOBS 10/17/2019 12:00:00 AM 2020-01-15T00:00 Overview EMX, is a new programmatic marketplace which offers more powerful media solutions across supply, demand and data to publishers, advertisers, ad tech providers and agencies, including increased efficiencies, heightened transparency and an overall lift in ROI. EMX combines the services of an automated global marketplace specializing in direct-to-consumer access through technologies like header bidding, witha leading deterministic data and decisioning platform for advertisers and brands. As an integrated business, EMX gives clients access to a unified supply chain providing access to more audiences on all screens, including TV, OOH, mobile and desktop. Anchored within Engine Group, EMX is part of an international advertising powerhouse that affords us the ability to be a part of end-to-end marketing solutions for many of the world's most recognizable brands. Role We are always looking for a qualified Account Executive to grow existing business, secure new business, and accelerate the adoption of the EMX Platform among agencies and brands within an assigned territory of top tier agencies and Fortune 100 advertisers. This is a high-growth, client facing, consultative sales role requiring deep industry expertise and a proven track record for driving revenue while developing, negotiating and structuring long-term relationships with clients. If you are a well-connected to key decision maker across all levels at both agencies and brands across various industries, and have in-depth experience and a proven track record in online and/or broadcast advertising sales, we'd love to hear from you! Responsibilities * Evangelize and articulate the unique value proposition of the EMX Platform to assigned media buying/planning agencies and direct clients * Strategize and generate revenue from assigned agencies and account assignments through sales calls and sales presentations * Develop account strategies to secure long-term media and platform relationships, develop requests for proposal responses and drive upfront media buying in a way that drives ROI while delivering against client business needs & objectives * Grow and cultivate deep relationships at all levels within assigned accounts, demonstrating a thorough understanding of account's organization, needs and revenue potential * Meet and exceed quarterly/annual sales and margin goals against assigned agency/account list * Utilize Salesforce to consistently and accurately record sales activity, deal pipeline and forecast revenue * Proactively provide client research, industry specific information and become the go-to subject matter expert in the digital and mobile video advertising space Qualifications Requirements: * BA/BS or College Diploma (Marketing/Advertising preferred) * 2-3+ years of experience in online advertising or mobile advertising sales * Demonstrated track record of delivering against quota and exceling in a highly competitive market * Exceptional communication, presentation and relationship building skills * Excellent knowledge of industry trends, technologies and pricing models * Ability to think strategically, strong understanding of traditional and contemporary marketing dynamics, tactics and strategies * Strong working knowledge of Microsoft Office and CRM software (Excel, Word, PowerPoint and Salesforce.com or equivalent) * Ability to work autonomously Preferred Experience: * Experience in video (buy or sell side) ideal * Existing and current relationships with key decision makers at all levels of influence within the Pacific Northwest agency market * Demonstrated track record of delivering against quota and exceling in a highly competitive market * Excellent knowledge of industry trends, technologies and pricing models * Active in industry trade and networking events * Agency experience a plus Engine Media Detroit MI

Account Executive , SLF

Thomson Reuters Corporation