Law Firm Consultant (Small Law) - Louisville, KY
Louisville, KY 40216
Thomson Reuters is the leading source of intelligent information for the world's businesses and professionals, providing customers with competitive advantage. Intelligent information is a unique synthesis of human intelligence, industry expertise and innovative technology that provides decision-makers with the knowledge to act, enabling them to make better decisions faster. Through its more than 50,000 people across 93 countries, Thomson Reuters delivers this must-have insight to the financial, legal, tax and accounting, scientific, healthcare and media markets, and is powered by the world's most trusted news organization. More information about Thomson Reuters and its financial performance can be found on www.ThomsonReuters.com
West, a Thomson Reuters business, is the foremost provider of integrated information solutions to the U.S. legal market. A leading innovator in its field, West's products and services are considered the world standard for supporting the business and practice of law. West has more than 8,500 employees in locations across the U.S.
The Small/Solo Law Firm Consultant (LFC) is responsible for selling West products to the legal community within an assigned territory. The territory consists of a large base of small/solo (1-29 attorney) firms. The LFC draws on his/her high level of initiative, ability to evaluate and target sales opportunities quickly and excellent customer networking skills to attain sales targets in such a way that builds value for the customer and facilitates opportunities for future sales. This is accomplished through an in-depth understanding of West products, sales techniques appropriate for a quick sales cycle and the needs of the legal profession.
Key Skills, Knowledge and Abilities:
Responsibilities:
Ideal Candidate Profile/Success factors:
Thomson Reuters employees take pride in providing our customers around the world with information that is timely, accurate, unbiased and trusted. We have a profound respect for the professions and customers we serve and define our success in terms of their success. Our work environment is dynamic, innovative and entrepreneurial. We have a result-oriented culture that demands excellence, agility, and the desire to move quickly and precisely to seize opportunities. Our environment is both challenging and supportive - we give employees the opportunity to develop their skills and do their best work.
Thomson Reuters values diversity of culture and thought and seeks talented, qualified employees in all its operations around the world regardless of race, gender, national origin, religion, sexual orientation, disability, age or any other protected classification under country or local law.
Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer.
West, a Thomson Reuters business, is the foremost provider of integrated information solutions to the U.S. legal market. A leading innovator in its field, West's products and services are considered the world standard for supporting the business and practice of law. West has more than 8,500 employees in locations across the U.S.
The Small/Solo Law Firm Consultant (LFC) is responsible for selling West products to the legal community within an assigned territory. The territory consists of a large base of small/solo (1-29 attorney) firms. The LFC draws on his/her high level of initiative, ability to evaluate and target sales opportunities quickly and excellent customer networking skills to attain sales targets in such a way that builds value for the customer and facilitates opportunities for future sales. This is accomplished through an in-depth understanding of West products, sales techniques appropriate for a quick sales cycle and the needs of the legal profession.
Key Skills, Knowledge and Abilities:
- Networks and partners with customers in order to build confidence and develop win/win solutions; proactively stays on top of additional sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales.
- Effectively manages his/her territory by allocating appropriate time to priority goals, requirements, renewal opportunities and sales opportunities.
- Demonstrates an excellent ability to meet the demands of selling to a large customer base; operate with effectiveness and determination; acts promptly to take advantage of multiple opportunities; remains realistically positive in sales situations; persists to achieve sales goals despite barriers or difficulties by changing strategies, doubling efforts, or employing other techniques.
- Uses appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at West's Small/ Solo customer sites; communicates and interacts effectively with internal team partners to achieve goals.
- Exhibits a deep knowledge of West products, as well as the legal profession and the legal publishing industry: Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback and applies knowledge to practical use on the job.
Responsibilities:
- Attains sales and renewal targets and quotas on a monthly basis
- Demonstrates the use of Small/Solo Law products to the customer
- Obtains and provides territory information regarding market intelligence and penetration
- Confers with and assists in customer-related issues, including collections and complaints, as needed to maintain good customer relations
- Completes weekly sales performance reports and completes all compass reporting in a timely and accurate manner.
- Attends sales meetings and conventions as required
- Minimum 5 years successful outside field sales experience; legal industry experience preferred
- 4 year college degree or equivalent experience
- JD or advanced degree preferred
- Working knowledge of sales concepts, methods and techniques
- Ambitious self-starter with high energy and motivation
- Excellent communication skills and closing skills
- Effective time management skills
- Able to work from home office and travel to customer locations
- Proficient in MS Office/Internet
- Working knowledge of West products, the legal profession and/or legal publishing industry preferred
- High level of competency with regard to internet, periodical and internal prospecting.
- Proficient database management skills
Ideal Candidate Profile/Success factors:
- JD or legal industry experience
- Consultative sales skills, specifically working with clients on a series of small sales over an extended period of time.
- Demonstrated success in sales positions requiring a high activity level
- Strong listening skills and ability to ask probing questions
- Proficiency with sales related tools, ex. CRM systems
- High level of integrity and strong understanding of sales ethics
- Continuous learner; flexible and open-minded
Thomson Reuters employees take pride in providing our customers around the world with information that is timely, accurate, unbiased and trusted. We have a profound respect for the professions and customers we serve and define our success in terms of their success. Our work environment is dynamic, innovative and entrepreneurial. We have a result-oriented culture that demands excellence, agility, and the desire to move quickly and precisely to seize opportunities. Our environment is both challenging and supportive - we give employees the opportunity to develop their skills and do their best work.
Thomson Reuters values diversity of culture and thought and seeks talented, qualified employees in all its operations around the world regardless of race, gender, national origin, religion, sexual orientation, disability, age or any other protected classification under country or local law.
Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer.
Company:
Thomson Reuters
Location:
Louisville, KY 40216
Job Status
Full Time, Employee
Job Category:
Sales/Retail/Business Development
Career Level:
Experienced (Non-Manager)
