Sales Manager – Corp Legal SMB

Thomson Reuters provides trusted content and technology that help professionals and organizations make informed decisions across legal, tax, accounting, compliance, government, and media. The Sales Manager leads Legal sales teams serving corporate small and mid-sized businesses, driving new customer acquisition, account growth, cross-selling, coaching, recruiting, forecasting, and performance management.

Responsibilities:

• Leads teams comprised of sales executives who are accountable for growing Legal sales across the corporate SMB market focusing on new acquisition sales and growing existing relationships
• Collaborates with the regional Sales teams, segment commercial owners and marketing to deliver and support these requirements
• Build training and coaching program for sales executive role that focuses on sales attainment, sales skill development, product development, etc. while leveraging KPIs to manage performance and growth
• Partners with Legal Sales Lead to maximize resource deployment within region and coordinate approach based on business needs
• Owns & develops hiring and recruiting strategy to bring in top talent to offset turnover risk in the field roles
• Pioneers, leads and project manages cross sell initiatives across the rest of large corporates with an outcome and metric driven focus
• Develop an effective and diverse network to achieve business goals
• Adheres to a Servant Leadership approach – understanding and removing barriers to team members success while sharing best practices across team
• Sets and communicates clear performance expectations for team members and holds team members accountable to those expectations. This includes but isn’t limited to expectations around sales attainment, forecasting, SFDC compliance, reporting, partnering, learning agility, professionalism, cultures and values
• Delivery of target financial and strategy objectives for the team (e.g. gross sales [PY growth]); growth through cross-sell/up-sell, net new customer acquisitions, and product innovation (e.g. E/R ratio, client acquisition)
• Refresh strategic workforce supported by active talent and succession pipeline (e.g. employee satisfaction); annual improvements in organizational effectiveness (client-centricity, customer approach, rapid decision making)
• Accurate forecasting, customer evaluation and procurement reports; consistent achievement of sales quota, forecasted revenue, and unit targets; consistent update of all CRM systems / reporting on market and competitor activities
• Presentations across internal meetings with other company functions necessary to perform duties and aid business development

Requirements:

• 8+ years of professional experience
• Strong coaching mindset and commitment to talent development
• communicates with radical candor
• Skilled at conflict resolution and problem-solving to achieve win-win outcomes
• An outside-in focus: outstanding end-customer relationship skills
• Skilled in sales processes and methodology
• High learning agility and creative thinking
• Agile in changing environments with ability to effectively lead teams through change
• Bachelors degree preferred
• 3+ years sales management experience preferred