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Corporate Attorney in Chicago, IL

C T Corporation System Mar 26,2015 Mar 11,2015 Location USA Chicago IL
This job is expired...

In-House

Attorney

Corporate

Litigation - Whistleblower - CFTC

Min 5 yrs required

Profile

Business Development Manager- Law Firm DUTIES: Learns full line of firm services including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients Learns and executes the sales process for products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling products and services into law firm channels; working across business units, both internally and externally, to negotiate a consensus; collaborating with Team Leader or Sales Manager and top performers to continuously improve; accepting critical feedback and implementing suggestions; and establishing credibility to properly serve a sophisticated business customer. Manages assigned account list that supports a healthy sales pipeline to meet goals/objectives by reviewing target list provided (account sizes are set according to territory demographics, approximately 300 accounts); organizing customers by segment and opportunity (e.g., size, type of firm/practice areas); researching contact information for decision-makers and influencers; building daily and weekly calling lists; conduct routine in-person meeting with key account stakeholders; building and maintaining a viable pipeline across products and services; effectively managing goals/objectives; ensuring compliance with key performance indicators; collaborating with the VP of Sales to establish and adjust goals; consistently applying the 5-step sales process to effectively forecast, predict, and deliver sales results; and ensuring sales activity is documented in CRM. Drives new business /customer development to meet weekly, monthly, and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish a full calendar of phone meetings and application demonstrations; following up contacts or attempts with an e-mail; discussing with clients to document and fully understand their challenges, needs and goals; effectively articulating the value of services and addressing objections; taking intelligent and well-informed risks in the sales process; securing the change of agent for new corporations; negotiating pricing, including gaining approval from sales managers arrangements that fall outside approved terms; actively securing the formal order; following standard protocol for initiating order processing/delivery; supporting Marketing promotions, campaigns, including tracking, reporting and converting; and updating Salesforce.com CRM database throughout the client development process in accordance with timing and content standards. Maintains and grows existing customer business to meet weekly, monthly and annual sales goals by contacting existing clients in sufficient volume and with appropriate regularity to stay informed of their business needs and the value provided by existing solutions; ensuring the client retains WK as registered agent; identifying new business units/practice areas within the client organization for which can provide products and services; developing and maintaining client relationships with multiple decision makers and influencers within each account; seeking introductions to other customer staff; expanding usage or selling modified or upgraded solutions to meet current or future client needs; working with Service Teams to set strategies to secure client base and identify new business opportunities; supporting Marketing promotions, campaigns, including tracking, reporting and converting; and updating Salesforce.com CRM database in accordance with timing and content standards. Participates in collecting and evaluating performance metrics by participating in in-depth and on-going analysis of departmental services, processes, and customer preferences; understanding the overall needs of the law firm channels and what factors contribute to success; assist with monitoring department metrics; assisting in the identification of relationships and trends in the data as well as factors influencing results; contributing to the development of solutions to maintain or improve customer satisfaction, increase revenue and/or decrease expenses, and meet goals; assisting in developing team initiatives; driving team initiatives to success; collaborating in gathering follow-up data for analyses; assisting in identifying and communicating shortfalls or upside, along with likely causes, early; and implementing continuous audit and control mechanism. Assists with creation and implementation of growth strategies to develop, maintain, and expand the law firm channel by researching market specifics and understanding the needs and practices of the small to medium trusted advisor; collaborating with data analytics to identify potential clients utilizing internal and external database sources; and utilizing an in-depth understanding of products and service to assist in determining what products and service would satisfy the market segment. Contributes to the development of planned sales strategies for the law firm channel by evaluating potential effectiveness and execution feasibility (e.g., scope, resources, timelines) of strategies; ensuring adherence to timelines, articulated milestones, and resource requirements; providing consistent sales effort; assisting with the creation of training agendas; and identifying sales opportunities. Participates in the development of direct, e-mail, and partnership campaigns to garner warm leads for products and services by working with VP OF SALES in development of messages to close leads; collaborating with Product Management to develop reseller programs and tools to increase law firm partnership relationships; participating in data mining on internal customer lists and external databases identify ripe subsets of the target population; and assisting with market research to identify the components of an offering that would most appeal to this channel. Collects sales and marketing metrics (e.g. itineraries, number of sales calls, presentations, building daily plans, etc.) through the disciplined use of Salesforce.com to optimize the sales marketing/sales strategy and programs by collecting and assessing the relevance and quality of information available internally; verifying data integrity; assisting in the development and maintenance of documentation standards to rectify any data gaps or inaccuracies; correcting or normalizing information for decision-making; identifying additional data that needs to be collected; and assisting in ROI analyses. Contributes to new product development and software issue resolution to meet customer needs by identifying gaps/issues where current products do not meet client requirements; identifying and communicating customer trends; working with Product Managers to translate unmet client requirements into business and functional specifications; managing client expectations on the timing, delivery and scope of product enhancements; contributing to efforts by firm to complete projects on time and in scope based on specifications; and engaging corporate resources (e.g., Sales Support; Project Management; Product Development) to ensure client issues and concerns are resolved. Provides subject matter expertise on Business Formation and Business Compliance and Products and Services by providing business formation and compliance expertise to special projects; functioning as a liaison between business areas, operational business units, and development teams; meeting with BU leaders on a regular basis to report progress and maintain an understanding of overall goals; collaborating with peers and management to develop and advance company-wide initiatives and strategies; and attending conferences to maintain current understanding of partner issues; and speaking at conferences on business formation and compliance issues. Maintains knowledge of the full line of products and services including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by engaging in self-directed learning; studying information provided by product management and marketing on an on-going basis, in timely manner; collaborating with Sales Managers and top performers to continuously improve; attending product training sessions; working with actual products to establish and maintain competence in demonstrating their use; researching and learning how the products/services fit into customer processes and contribute to their business performance; and reviewing competitor information to be able to compare and contrast them with products and services. Represents within the legal industry by developing and maintaining comprehensive knowledge of products, industry trends and general business and financial acumen through various sources and initiatives; communicating in a professional, compelling, and articulate manner of speech, writing, and formal presentation; behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

Qualification and Experience

Qualifications: Bachelor's degree. Preferred: MBA, or J.D. Degree. 5 years of experience selling into small law firm market. 5 years in business services. Utilizing analytical skills to synthesize information from multiple sources. Selling complex professional products and services. Working within a matrix organization with various sales channels. Managing multiple concurrent sales opportunities. Utilizing highly developed communication skills, including both excellent verbal skills and the ability to develop and deliver summaries, reports, and presentations to all levels. Building positive and effective relationships with individuals both internal and external to the organization. Preferred: 10 years of business development or relationship management in Legal and Compliance Services. Customer Relationship Management software (CRM), Salesforce.com preferred. Microsoft Office Suite (Word, Excel, PowerPoint, Outlook). Tools and process enabling remote connection to internal systems.

Additional info

Requisition Number: 15-12642

Company info