The GM of Commercial Account Management will be responsible for managing the Thomson Reuters’ Commercial Business in the Corporates Segment. The Commercial Business consists of Small and Medium sized Businesses served via Digital/Indirect/Direct Sales, and SDRs. The leader will own end to end accountability of customer engagement actions to ensure our Commercial customers continue to be successful and thrive.

The Position

The GM of Commercial Account Management, Corporates Segment, will be responsible for developing and executing sales and retention strategies that drive the objectives of the Corporates Segment across the globe.

This leader will be responsible for managing the Thomson Reuters’ Commercial Business in the Corporates Segment. The Commercial Business consists of Small and Medium sized Businesses served via Digital/Indirect/Direct Sales, and SDRs. The leader will own end to end accountability of customer engagement actions to ensure Commercial customers continue to be successful and thrive. The role will provide leadership and resource stewardship to global account management teams to maximize sales and retention performance, generate new and expansion revenue, and drive ROI.

We are looking for an experienced go to market account management leader who will develop shared objectives across the Commercial teams and create clear mechanisms to measure progress against goals. The leader is a seasoned and collaborative sales executive with deep expertise in sales and retention of Small and Medium-sized Businesses who can drive results in a complex, matrixed environment.

The ideal candidate will have a strong account management skillset, have experience in managing a large and capable global team, create efficient programs that drive high rep productivity, and launch processes designed to scale quickly while leveraging analytics, modeling, and data-based insights. This individual should know how to lead across internal cross-functional partners and have a strong grasp of business economics and P&Ls. A deep sense of ownership, drive, growth mindset, people management and entrepreneurship are essential.

About the Role

In this role as GM, Commercial Account Management, you will:

• Develop and drive execution of near-term and long-term Commercial sales and retention strategies by working to identify and prioritize target markets, customers, and products that drive transactional and recurring sales and revenue from new and existing customers and by aligning with the Corporates Segment’s objectives and strategies.

• Build a highly efficient and productive account management team in a scalable model that enables high growth in markets around the world and utilizes the best combination of digital, inside sales, direct sales and partners to best serve our Commercial customers.

• Direct all Commercial sales teams on resource allocation decisions including outsourcing strategy, global center usage, and capacity management.

• Drive performance with marketing and partnerships and alliances to enable sales teams and marketing functions to align strategies, priorities and tactics that improve the entire end-to-end customer pipeline from lead generation to account activation, including sharing of customer insights and analytics, streamlined hand-offs for high conversion rates, efficient customer acquisition, a continuous customer experience, and shared accountability of pipeline performance metrics.

• Work with internal stakeholders to provide input and the “voice of the customer” to refine and build new Commercial Business product, partnerships, and platform enhancements.

• Drive thought leadership with core stakeholders, including: product, to feed customer input from the sales frontlines into product strategy and innovation; product marketing and commercial excellence to drive pricing, packaging, and marketing insights; field sales, partnerships & alliances, and strategy to coordinate strategy, partnership opportunities, competitive insights and actions; and commercial excellence and operations & technology to influence sales support, incentive planning, and customer experience.

• Design and execute account management talent and capability improvements by defining target sales and retention hiring profiles, upskill/development programs, coaching programs, support needs, and sales tools that are aligned with growth needs of the Corporate Segment’s objectives and commercial growth strategies.

• Recruit, onboard and develop high performing, growth mindset oriented, and dedicated account management reps and managers globally while ensuring a progressive career path and development for the future. Facilitate sharing of learnings between sales teams across markets; and actively coach the leadership to be effective people leaders.

• Own and manage the Commercial sales pipeline by establishing mechanisms to track, evaluate, de-bottleneck the Commercial sales pipeline and build transparency of pipeline performance across the Corporates Segment.

• Own and manage sales performance by setting targets and KPIs (leading & lagging) that are tied to effective quotas/incentive structures/programs to motivate the sales team to achieve priorities aligned with overall Commercial Business strategies. Own reporting of sales performance, forecasts, pipeline and productivity to drive transparency across the Corporates Segment organization. Continually assess, clarify, and validate strategy and process. Track, measure and report on sales effectiveness and adjust programs and strategies as necessary.

About You

You're a fit for the GM, Commercial Account Management if your background inculdes:

• 15+ years of progressive sales or account management leadership experience, especially with high-growth digital/ inside/direct sales teams supporting Commercial customers in a highly matrixed global organization

• Proven record and deep experience in recruiting, enabling, developing, and leading a highly successful sales and retention team of top talent

• Strong knowledge of industry, Thomson Reuters products, our competitors, and geographic nuances to inform a winning SMB Sales strategy

• Deep customer insights on content and workflow needs/requirements, growing markets and customers and key customer touchpoints across the sales funnel

• Exceptional ability to manage day-to-day team performance to meet consistently monthly, quarterly, and annual targets, OKRs and metrics

• Experience of working across geographies, regions and functional groups to achieve common objectives serve as part of a collaborative, hands-on executive team

• Proven track record of achieving consistently monthly, quarterly, and annual targets, driving operational excellence, forecasting with accuracy, and supporting P&L goals

• Ability to apply creative concepts to devise solutions

• Demonstrated record of executing against goals with a true executive mindset (e.g., builds a disciplined environment, knows when to get in the details vs. delegate)

• Operates with a growth mindset and a high sense of urgency and ability to lead multiple projects simultaneously

• Ability and willingness to travel nationally and globally as needed

• Business acumen and a strong understanding of product strategy. You excel at identifying business opportunities and navigating commercial challenges

• Distinctive problem-solving, change management, and strategic and analytical capabilities, and experience building trusted relationships with executive and cross-functional stakeholders

• Ability to communicate with excellence (written and verbally), present, and craft compelling narratives to influence internal and external technical and business stakeholders at C-suite levels and across diverse teams at all levels

• Deep comfort operating in the ambiguity of an ever-evolving product that operates at scale globally

• Ability to effectively model, manipulate data and work with analytics tools turning them into insightful business recommendations to optimize strategy

• BS/BA required; MBA or Master's degree a plus

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What's in it For You?

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The location(s) for this role include one or more of the following metro locations: Los Angeles, New York City, San Francisco, Washington, DC. The base compensation range for the role in any of those locations is $264,000 - $396,000. The location(s) for this role include one or more of the following states: CA, CO, CT, IL, NV, TX, WA and/or remote. The base compensation range for the role in any of those locations is $264,000 - $396,000. The location(s) for this role include one or more of the following states: KS, MI, MN, NY, VA. The base compensation range for the role in any of those locations is $264,000 - $396,000. The base compensation range in other locations may vary. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance. Base pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.

This job posting will close 11/11/2024.

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