Account Executive, Large Corporate Accounts - PA/NJ

Job Description

Position Objective/Mission:

Responsible for securing new sales of Practical Law Connect, Practical Law, Westlaw, and other legal solution and workflow tools to prospective customer base of attorneys working for Corporations with annual revenue of $750M or greater. Candidate must live in assigned territory or travel into their assigned territory.

Outcomes:

Meet or exceed monthly sales quota

Demonstrate products to customers. sell and build pipeline across the whole product bag

Conduct face-to-face appointments and meetings:

Minimum of 10 prospect meetings per week

Maintain a clean and accurate pipeline of at least 3x quota

Develop and leverage peer and team networks

Update, maintain, and manage salesforce.com on an ongoing and consistent basis

Competencies – Skills:

New business mining, prospecting and cold calling skills: develop a high volume of new business opportunities, including skillful and consistent prospecting, cold-calling, sales pitch, and overall business development acumen.

Sales Planning: Understand opportunity within assigned territory and execute sales plan to capture growth

Sales Skills: Ability to facilitate shorter-term transactional sales utilizing consultative selling skills coupled with ability to demonstrate own products and effectively manage product trials.

Consultative Selling Skills: listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility, make appropriate solution recommendations, create customer urgency and close deals quickly.

Business Acumen: strong understanding of our customers’ business

Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs

Forecasting Skills: ability to forecast with 95% accuracy

Team Communication: collaborate and communicate regularly and effectively within team and across the organization.

Relationship and Influencing Skills: ability to build relationships with, and influence all levels within an organization, including senior management.

Competencies – Culture:

Positive attitude: enthusiasm, high energy, passion, curiosity. Flexible and open and adaptable to change

Commitment to People: professional, courteous, respectful and friendly

Collaboration/Partnership: team oriented, generous with sharing best practices and feedback

Customer first: customer-centric mentality

Integrity: operates honestly and with high standard of ethics

Delivering results: focused, organized, and able to take initiative, motivated, self-starter

Qualifications:

Minimum of 4-5 years direct field sales experience (sales experience in the corporate sector preferred) with exemplary track record of sales quota overachievement

4-year college degree required, Law degree or MBA a plus

Able to live in assigned territory or work from Minneapolis office and travel to customer locations

Must have competency and established experience using salesforce.com

Job will require minimum of 25-50% travel per month

Must exhibit a passion for sales, customer service, and the legal industry

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 .