Job Details

Regional Sales Director

Company name

Organization Type

In-House

Job Type

Attorney

Years of Experience

Min 7 yrs required

Location

Arlington, VA

Date Last Verified

Sep 16,2017

Posted on

Aug 27,2017
Practice Area
Corporate >> Corporate - General
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Regional Sales Director Duties: Drive implementation of the law firm sales strategy for the region by engaging regional account executives, the client success team and other internal matrix partners (e.g., product, pricing, contracts) in driving customer engagement and optimizing revenue and profitability goals. Work across the organization to develop regional sales goals and metrics and proactively monitor the performance, taking corrective action as appropriate e.g., budget and expense management; and, territory management including pipeline activity, client visits, data management in salesforce, etc. Leverage legal market intelligence to understand the voice of the customer and industry trends; and, provide analysis and information to matrix partners to develop tools and solutions that meet current and future needs. Build strong, trusted relationships with top tier law firm leadership by conducting regular client visits with existing senior level partners and potential prospects to drive sales and overall adoption of Bloomberg Law. Lead a high performance team of regional Account Executives by attracting, developing, motivating and engaging top talent. Accountable for creating informed regional sales forecasts and creates region specific account / opportunity plans. Set high performance standards for the region, take ownership and accountability for driving results. Meet regularly with regional Account Executives to provide coaching, development and leadership to aid in achieving and surpassing their monthly, quarterly and annual sales goals. Participate in special projects and perform other duties as assigned.

Qualification and Experience

REQUIREMENTS: Bachelor’s degree or equivalent law firm or legal profession experience; JD Degree or MBA strongly preferred. 7+ years’ experience in the legal ecosystem preferably in a law firm or knowledge management business; demonstrated track record of successful legal sales experience, including a proven record of exceeding goals and performance targets including revenue retention and growth; demonstrated ability to manage the rigor of sales/sales activity; demonstrable understanding of the fundamentals of both the practice and business of law—how law firms operate; strong collaboration skills and ability to build and maintain trusted relationships both internally and externally with key business partners; works across boundaries to get things done despite divergent goals, cultures and perspectives; demonstrated change agent with a track record of delivering results by championing new and innovative approaches, ideas, methods and processes; ability to effectively manage through the complexity of a matrixed organization by collaborating, aligning and engaging business partners; demonstrated ability to lead a high performing sales team including mentoring, training and development. Skilled in effective coaching and managing overall performance; ability to teach job related skills to optimize performance; ability to attract, recruit and select top talent with a passion for sales and the law firm business; excellent written, verbal, and presentation skills to effectively communicate value propositions to the industry decision makers; individual should be able to work in a fast paced, rapidly changing environment and have strong emotional intelligence, resilience, self-motivation, and confidence; ensure all business dealings are handled professionally and ethically in accordance with established and accepted business practices; and a passion for clients.

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