Regional Manager, Sales & Retention - High Value Growth

As a Regional Manager for a centralized, defined portfolio of "roughly" ~550 High Value Accounts (HVA's), you will lead a consultative, multi-threaded sales motion that deepens and expands relationships across diverse personas and influencers, practice leaders, ops, finance, IT, and the C-suite while balancing retention and growth in existing customers with proactive prospecting and acquisition of new logos. You’ll coach and elevate a high-performing team to orchestrate executive-level, business-outcome conversations that position Westlaw, CoCounsel, and Practical Law within our broader new packaging, pricing, and product roadmap, driving larger incremental expansions and prioritized NTO opportunities.

Success means disciplined account planning, rigorous pipeline and forecast hygiene, clear value narratives by stakeholder, and a culture anchored in our transformation as a sub-segment which includes compliance, continuous learning, and up-skilling.

About the Role

In this opportunity as a Regional 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 Manager position 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: verbal, written and presentation

#LI-AY1

What’s in it For You?

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilitie