Thomson Reuters – Corporate Counsel New Business Account Executive, Emerging Accounts

Posted 2 months ago

Position Title: Corporate Counsel New Business Account Executive, Emerging Accounts,  Minneapolis Based

Position Objective/Mission:

Responsible for securing a high volume of new sales of Practical Law Connect, Practical Law, Westlaw, and other legal solution and workflow tools to prospective customer base of attorneys working for Corporations with annual revenue of $750M or less.  Candidate must travel into their assigned territory and work out of the Minneapolis office location. 


Outcomes:

  • Meet or exceed monthly sales quota
  • Demonstrate products to customers. sell and build pipeline across the whole product bag
  • Conduct face-to-face appointments and meetings:
  • Minimum of 10 prospect meetings per week
  • Maintain a clean and accurate pipeline of at least 3x quota
  • Sell and build pipeline across the whole product bag
  • Develop and leverage peer and team networks
  • Update, maintain, and manage salesforce.com on an ongoing and consistent basis
  • Effective partner to Emerging’s Digital team to drive digitally assisted sales, this will require testing.

Competencies – Skills:

  • New business mining, prospecting and cold calling skills: develop a high volume of new business opportunities, including skillful and consistent prospecting, cold-calling, sales pitch, and overall business development acumen.
  • Sales Planning: Understand opportunity within assigned territory and execute sales plan to capture growth
  • Sales Skills: Ability to facilitate shorter-term transactional sales utilizing consultative selling skills coupled with ability to demonstrate own products and effectively manage product trials.
  • Consultative Selling Skills: listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility, make appropriate solution recommendations, create customer urgency and close deals quickly.
  • Business Acumen: strong understanding of our customers’ business
  • Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs
  • Forecasting Skills: ability to forecast with 95% accuracy
  • Team Communication: collaborate and communicate regularly and effectively within team and across the organization. 
  • Relationship and Influencing Skills: ability to build relationships with, and influence all levels within an organization, including senior management.

    Competencies – Culture:
     
  • Positive attitude: enthusiasm, high energy, passion, curiosity. Flexible and open and adaptable to change
  • Commitment to People: professional, courteous, respectful and friendly
  • Collaboration/Partnership: team oriented, generous with sharing best practices and feedback
  • Customer first: customer-centric mentality
  • Integrity: operates honestly and with high standard of ethics
  • Delivering results: focused, organized, and able to take initiative, motivated, self-starter
  • Consultative Selling Skills: listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility, make appropriate solution recommendations, create customer urgency and close deals quickly.
  • Business Acumen: strong understanding of our customers’ business
  • Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs
  • Forecasting Skills: ability to forecast with 95% accuracy
  • Team Communication: collaborate and communicate regularly and effectively within team and across the organization. 
  • Relationship and Influencing Skills: ability to build relationships with, and influence all levels within an organization, including senior management.

    Qualifications:
     
  • Minimum of 4-5 years direct field sales experience (sales experience in the corporate sector preferred) with exemplary track record of sales quota overachievement
  • 4-year college degree required, Law degree or MBA a plus 
  • Able to work from Minneapolis office and travel to customer locations
  • Must have competency and established experience using salesforce.com
  • Job will require minimum of 50% travel per month
  • Must exhibit a passion for sales, customer service, and the legal industry

At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one – collaborating to reach shared goals, and developing through challenging and meaningful experiences. With more than 25,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance – and their own.

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 all 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 applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.


Intrigued by a challenge as large and fascinating as the world itself? Come join us.

To learn more about what we offer, please visit thomsonreuters.com/careers.

More information about Thomson Reuters can be found on thomsonreuters.com.

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