The Regional Sales Manager for the MLF Channel is responsible for leading a team that will drive channel revenue growth via acquisition of new customers, as well as up selling and retaining existing customers. This position will be responsible for maintaining fully staffed territories and supporting related recruiting and hiring activities. This position is responsible for providing effective coaching, training and performance management to Senior Sales Executives in the areas of new products, sales skills, productivity tools as well as professional development.
About the Role
In this opportunity as a Regional Sales Manager, you will:
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 & expense budgets for manager and all direct reports, as well as the regional budget; Tracking monthly growth goals, renewal and revenue
About You
You're a fit for the Regional Sales Manager if your background includes:
Four year degree or equivalent experience; MBA and or JD a plus
5-7 years experience with successful sales in Business to Business marketplace
Sales management experience, preferably in the legal market
Experience with Coaching Sales Process, product training and professional development
Our ideal candidate will also possess:
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; Adept at forecasting monthly goals
Excellent knowledge and understanding of products and services for the Small Law Channel. Strong understanding of the market
The ability to use financial tools to assist in planning, forecasting and productivity improvement
Effective coaching abilities, managing overall performance; ability to demonstrate and teach related job skills to optimize employee's performance
A strong understanding of the law firm's overall business; ability to listen effectively and obtain necessary information on law firms
Ability to utilize appropriate interpersonal styles to establish effective relationships with employees, customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one's intentions
Strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties
Excellent time management and organizational skills
Excellent communication skills:
