Senior Sales Executive, Small Law (Oklahoma City)

Job Description

The Senior Sales Executive in the Small Law Channel is responsible for retaining and growing their existing account base and acquiring new accounts within their area of responsibility. The territory consists primarily of an existing client base of approximately 800 accounts in 1-10 attorney size firms. This position is field based, requiring excellent face to face, telephone and writing skills.

To be successful in this role, you will draw on your high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within your accounts. You'll possess the ability to develop trust, demonstrate your credibility with all account stakeholders through your knowledge of Thomson Reuters’ products, and services and acquired knowledge of the legal industry.

Key Responsibilities

• Network and partner with customers both over the phone and in person in order to build confidence and develop win/win solutions; proactively stay on top of additional sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales
• Effectively manage your territory via phone and in person by allocating appropriate time to prioritize goals, requirements, renewal opportunities and sales opportunities
• Use appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at Thomson Reuters’ customer sites; communicate and interact effectively with internal team partners to achieve goals
• Exhibit a deep knowledge of Thomson Reuters products, as well as the legal profession and the legal publishing industry
• Attain sales and renewal targets and quotas on a monthly basis by both in person customer visits and meetings over the phone
• Demonstrate the use of Small Law products to the customer
• Obtain and provide territory information regarding market intelligence and penetration
• Confer with and assist in customer-related issues, including collections and complaints, as needed to maintain good customer relations
• Complete weekly sales performance reports and all Salesforce.com reporting in a timely and accurate manner
• Attend sales meetings and conventions as required
• Required Qualifications
• 5 years successful sales experience (both over the phone and field sales)
• Working knowledge of sales concepts, methods and techniques
• Ambitious self-starter with high energy and motivation
• Excellent communication skills and closing skills
• Effective time management skills
• Ability to remain realistically positive in sales situations
• Able to work from home office and travel to customer locations as needed
• Proficient database management skills