Director of Field Sales, Digital Marketing

3 weeks ago

Chicago, United States Thomson Reuters Full time

Primary Objective:

The Director of Sales builds strategy and leads a team of sales professionals in the US to achieve overall sales and revenue growth goals. Success is achieved through driving performance accountability within the team and effective partnership with inside sales leadership, FindLaw leadership team, central support and marketing functions, and broader TR enterprise.

About the Role

  • Maximize total new sales and revenue growth within assigned district.
  • Create and execute thoughtful, strategic and quota retirement plans, mobilizing and managing a team of roughly 50-70 sales professionals to attack and optimize all relevant sales and renewal opportunities.
  • Closely manage sales and renewal pipeline health and development, with clear metrics and accountabilities, and bring rigorous sales process and coaching to create sales excellence.
  • Collaborate with the FindLaw Sales Leadership team, Commercial Excellence and Sales Operations, segment commercial owners, and marketing in management and execution of plans.
  • Drive a tight-knit partnership and strategies with client management colleagues, as well as utilize a range of digital enablement tools (eCommerce and customer management technology) to drive productivity, coverage, and growth.
  • Drive an effective contact management strategy and lead a team of Regional Sales Managers to ensure that salespeople are involved in regular engagement with clients, pipeline management and hygiene, and ultimately over-achievement against sales targets.

Deliverables

  • Delivery of target financial and strategy objectives for the sub-segment (e.g. gross sales [PY growth]); growth through cross-sell/up-sell, net new customer acquisitions, and pricing and value capture.
  • Accurate and data-driven forecasting and constant pipeline management (growing, staging, aging).
  • Consistent achievement of sales quota and revenue retention targets.
  • Close and consistent utilization of all CRM systems and myriad operational data and reports.
  • Refresh strategic workforce supported by active talent and succession pipeline (e.g. employee satisfaction); annual improvements in organizational effectiveness (client-centricity, customer approach, rapid decision making).

About You

  • 8+ years of experience in sales and sales leadership, with specifically 4-6 years experience in direct client relationship management, and experience in a digital marketing business preferred.
  • Excellent leadership skills with a focus on driving accountability and building an empowered, highly effective management team.
  • Strategic thinking skills; effective account planning, sales negotiation, and closing skills.
  • Ability to work effectively in a fast-paced, rapidly changing technology environment, and to complete multiple projects simultaneously.
  • Ambitious self-starter with high energy and motivation.
  • Knowledge of legal markets, legal information needs and online legal products a plus; experience in digital marketing businesses a plus as well.
  • Able to travel to customer locations.
  • Four-year degree required; JD plus MBA or commensurate business experience preferred.

What's in it For You?

  • Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.
  • Culture: Globally recognized and award-winning reputation for equality, diversity, and inclusion, flexibility, work-life balance, and more.
  • Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters cafe networking.
  • Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.
  • Purpose Driven Work: We help our customers pursue justice, truth, and transparency.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range for the role in various locations is provided.

Accessibility

As a global business, we rely on diversity of culture and thought to deliver on our goals. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

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