Position Title:

Sales Manager – Mid Law Firms

Role Purpose/ Summary:

Reporting to the Strategic Sales Director – Europe, you will be responsible for driving a team of nine Sales Executives and Client Managers who, in turn, look after the 101-500 law firms in the UK.

The aim of the role is to galvanize the Sales team to smash Sales targets, drive activity, create pipeline, ‘Win Rates’ and retention while focusing on longer term strategic objectives:

• Increasing the cross-sell penetration within the team’s client base
• Increasing collaboration to increase deal size, enhance price realisation and reduce client cancellations

In addition to achieving financial metrics, the job holder will responsible for client customer satisfaction and for the development of key talent within the sales team.

About The Role:

• Directly responsible for driving the Mid Law Sales Team to hit sales targets
• Develop and execute strategy for achievement of business results tied to overall sales strategy
• Provide leadership through effective communication of the Mid Law Sales Team strategy
• Ensure that each team member can, and will, develop and maintaining C-level relationships
• Attract and retain top talent across the Sales team along with building a pipeline of candidates for potential open territories
• Drive high activity by conducting team prospecting sessions with direct reports
• Improve the team's success through effective leadership and mentorship
• Focus on Objectives and Key Results (OKR’s); Activity, Pipeline, Win Rates, Retention
• Effectively executing the key initiatives of the sales business including Salesforce, Consultative Selling, Commercial Simplification, Price Realisation and Talent Upgrade
• Accountable for forecasting and analysis of team trends
• Ensuring the Mid Law Sales team collaborate with the appropriate specialists across other Sales teams to achieve sales and revenue objectives
• Drive sales of new Thomson Reuters AI solutions, supporting salespeople and customers through this exciting opportunity
• Responsible for performance management and creation and execution of a performance led success culture
• Effectively manage all direct reports and ensure all team members are knowledgeable on products, industry trends, customers and competitors
• Take ownership for own professional growth and support the team's professional growth
• To undertake any other reasonable duties as requested by your Sales Director

About You:

The key areas we will be looking for evidence of continued exposure, ability and success include:

• Proven experience of leading large sales teams selling at C-level across a complex solution set
• Demonstrated ability to lead, mentor and motivate sales teams
• Continued success of managing and influencing across a number of internal teams
• Strong customer advocacy; ability to focus on what is both right for the customer and Thomson Reuters
• The role requires a thoughtful approach; Measuring, Analysing and Planning the Quantity, Direction and Quality of the sales teams’ work to drive results
• Ability to coach through the sales process
• Strong business acumen, forecasting skills, influencing skills and interpersonal skills
• Vision to challenge the status quo to improve the efficiency and effectiveness of the Sales team
• High Energy and Drive
• Clear sense of responsibility and accountability
• Knowledge & Experience of legal industry & market network

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What's in it For You?

Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward. 

Accessibility 

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.

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