As a Regional Manager for a centralized, defined portfolio of "roughly" ~550 High Value Accounts (HVA's), you will lead a consultative, multi-threaded sales motion that deepens and expands relationships across diverse personas and influencers, practice leaders, ops, finance, IT, and the C-suite while balancing retention and growth in existing customers with proactive prospecting and acquisition of new logos. You'll coach and elevate a high-performing team to orchestrate executive-level, business-outcome conversations that position Westlaw, CoCounsel, and Practical Law within our broader new packaging, pricing, and product roadmap, driving larger incremental expansions and prioritized NTO opportunities.
Success means disciplined account planning, rigorous pipeline and forecast hygiene, clear value narratives by stakeholder, and a culture anchored in our transformation as a sub-segment which includes compliance, continuous learning, and up-skilling.
About the Role
In this opportunity as a Regional Manager, you will:
Achieve new sales quotas and renewal targets to reach set growth goals; Drive online revenue growth goals by incorporating the Client Management associates in a partnership role that enhances the customer's experience
Ensure that all territories are fully staffed. Participate in all related recruitment efforts for assigned territories
Hire qualified employees with strong skill sets in sales, product and market knowledge; Help maintain a qualified sales bench of candidates to expedite the hiring process and to minimize open territory coverage impact
Provide performance coaching and job training to direct reports to assist in meeting and exceeding sales quotas. Participate in field rides and provide guidance through on the job training
Manage regional territory effectively and efficiently. Maintain monthly reports on pipeline activity, field rides, expenses and employee performance
Team with Inside Sales, NPD, Strategic Marketing, Central Marketing, SAM Training and other organizations in order to optimize achieving sales revenue and growth responsibilities as well as Pilot participation
Ensure positive and effective relationships are established and maintained with customers. Assists in customer escalation issues and provides customer relationship support as needed
Participate with and partnering with the Quality Assurance team to assure that our customers experience is without compromise
Manage travel & expense budgets for manager and all direct reports, as well as the regional budget; Tracking monthly growth goals, renewal and revenue
About You
You're a fit for the Regional Manager position if your background includes:
Four year degree or equivalent experience; MBA and or JD a plus
5-7 years experience with successful sales in Business to Business marketplace
Sales management experience, preferably in the legal market
Experience with Coaching Sales Process, product training and professional development
Our ideal candidate will also possess:
Excellent Leadership skills with a proven track record of sales success, creative and adaptable with the ability to effectively coach and lead in a changing environment; Adept at forecasting monthly goals
Excellent knowledge and understanding of products and services for the Small Law Channel. Strong understanding of the market
The ability to use financial tools to assist in planning, forecasting and productivity improvement
Effective coaching abilities, managing overall performance; ability to demonstrate and teach related job skills to optimize employee's performance
A strong understanding of the law firm's overall business; ability to listen effectively and obtain necessary information on law firms
Ability to utilize appropriate interpersonal styles to establish effective relationships with employees, customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one's intentions
Strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties
Excellent time management and organizational skills
Excellent communication skills: verbal, written and presentation
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What's in it For You?
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow's challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and... For full info follow application link.
As a global business we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under country or local law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
