Regional Sales Manager

Profile

Regional Sales Manager
The candidate will lead a team that will drive channel revenue growth via acquisition of new customers as well as up sell and retain existing customers. Maintain fully staffed territories and support related recruiting and hiring activities. Provide effective coaching, training and performance management to Account Executives in the areas of new products, sales skills, productivity tools as well as professional development. 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 and expense budgets for manager and all direct reports, as well as the regional budget. Track monthly growth goals, renewal and revenue. Should have a four-year degree or equivalent experience. MBA and/or JD degree is a plus. Must have 5-7 years experience with successful sales in Business to Business marketplace. Should have sales management experience, preferably in the legal market. Experience with Coaching Sales Process, product training and professional development is needed. 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 are desired. Should be adept at forecasting monthly goals. Excellent knowledge and understanding of products and services for the Small Law Channel is ideal. Strong understanding of the market is an asset. The ability to use financial tools to assist in planning, forecasting and productivity improvement is a must. Should have effective coaching abilities, managing overall performance. Must have a strong understanding of the law firm's overall business. Strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties are desired.

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