Job Profile. Regional Sales Manager, Large Law
The candidate will be responsible for achieving and exceeding sales (revenue and POS) goals by managing the client managers, account executives, research consultants and sales operations administrator. Will be responsible for people leadership and management including coaching, development, recruitment, sourcing talent on an ongoing basis, performance management to meet or exceed all sales goals. Create and execute the region's strategic plan and optimal deployment of all sales resources to attain or exceed sales revenue, use, POS and goals. Compile competitive intelligence and product information to share with leaders in Sales, Marketing, Content and other business organizations. Coach across the sales process (e.g. content knowledge, uncover opportunities, reaching key decision makers; developing a strategy) including holding people accountable for clearly set standards and objectives and insuring skills are in line with the demands of the marketplace and Company sales objectives. Ensure Research Consultants are effectively uncovering leads, acting as content specialist and assisting Client Managers in Research with contract negotiations needs analysis and demand generation. Also ensures Research Consultants are generating, uncovering and sharing sales leads with Account Executives. Own the creation and execution of the plan/strategy for sales preference and usage. Review the plan on a regular basis and make changes as necessary. Ensure the plan is followed; model the behaviors. Determine the long and short-term goals and direction for the region based on overall organizational strategy. Build and use relationships in key firms to grow sales and revenue. Network with Partners, CIOs, CFOs, EDs, CMOs, etc. outside of standard office visits. Know the key accounts within the territory. Understand the customer base and the level of client satisfaction. Know the value proposition and be able to articulate how it meets the customer need and how it differs from competitors. Aware of competitor status within the firm including when contract is up for renewal and which competitors are at play. Effectively manage the pipeline for new business and renewals. Leads team to effective use of all sales processes, tools and systems. Effectively manage use and preference within the region. Accurately manage sales forecast and escalate changes to the forecast when appropriate. Assist with securing final agreements and contract negotiations. Ability to effectively demo core products. Develop key contacts and business relationships with members of the business unit and key support providers within the organization. Collaborate with Sales Managers, Segment Planning and Marketing to determine optimal utilization of resources, including providing feedback and market intelligence to Sales, Marketing and Segment leadership. Provide leadership and management to ensure adoption and practice of the RE core values.