Account Manager - Academic

As a member of the Legal Professional Sales Team, the focus is on achieving sales excellence in order to meet or exceed targets through the fulfilment of the sales strategy and to develop accounts in the marketplace.

The role requires a constant level of contact with our Academic partners with the continual promoting and selling of our legal research solutions such as Practical Law and Westlaw as well as our software solutions namely CoCounsel Core and HighQ.

You will create relationships with key contacts and look to broaden Thomson Reuters’ impact, access and revenue from each organisation. You will create, manage and close a pipeline of new business opportunities from the initial lead creation through to providing the agreed solution to the new client. You will also be responsible for managing and growing existing business within the market.

The role also requires a focus of providing a consistent and high level of customer and after sales service to the organisations within the allocated territory ensuring that customer queries are dealt with both timely and accurately, that training and the adoption of the use of online products is taken up by the library, faculty and students.

Due to the flexible nature of the services we provide there are many opportunities that are non-core and the role therefore requires the individual to be a strategic thinker, commercial in outlook with a strong ability to pioneer.

About The Role

• Plan and prioritise personal sales activities and customer/prospect contact towards achieving agreed business aims
• Plan and manage personal business portfolio and territory according to an agreed market development strategy
• Manage and own a sales pipeline which consistently delivers above expectation results
• Manage product and service mix, pricing and sales according to commercially agreed aims
• Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimise quality of service, business growth, and customer and satisfaction
• Use customer and prospect contact activities tools and systems and update relevant information held in these systems
• Plan, carry out and support local marketing activities to agreed budgets and timescales and integrate personal sales efforts with other organized marketing activities, e.g. product launches, promotions, advertising, exhibitions and telemarketing
• Respond to and follow up sales enquiries using appropriate methods
• Monitor and report on market and competitor activities and provide relevant reports and information
• Record, analyse, report and administer according to systems and requirements
• Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the sales process
• Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development
• Attend training and to develop relevant knowledge, techniques and skills
• Conduct oneself in a highly professional and ethical manner, adopting behaviours that enhance the reputation of the company
• Provide input into the future sales vision including new markets, new products, new customers and new ways of doing business
• Demonstrating online products and managing effective trials by key individuals within an organisation
• Responding to customer queries in a timely fashion, thereby enhancing and developing strong relationships with the customer

About You

• Results orientated and focus on achieving targets and objectives
• Highly motivated and self confident in approach to role
• Strong influencing skills with proven negotiating abilities
• Effective time management skills
• Strong attention to detail and the ability to prioritise according to the overall plan
• Strong people skills and understanding what motivates people
• Strong information, fact finding and questioning abilities
• Good networking & relationship building abilities
• Excellent presentation skills
• Proven reporting and account planning abilities
• High focus on customer service and satisfaction
• Highly comfortable with technology and online research systems
• Strong oral and written communication skills
• Strong numeracy skills
• Knowledge of our products and the legal industry preferred
• Graduate level expected (non-legal degree acceptable)
• Legal qualification/practice preferred

Desirable Skills and Experience:

• Self-starter, able to initiate and implement projects on own initiative
• Enthusiastic to develop fresh ideas and learn new skills
• Ability to build strong relationships and collaborate with key stakeholders

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