The Law Firm
Consultant (LFC) in the Small Law Channel is responsible for retaining and
growing their existing account base and acquiring new accounts within their
area of responsibility. Their territory
consists primarily of an existing client base of approximately 230 accounts in 4-29
attorney size firms. The LFC position is
field based, requiring excellent face to face, telephone and writing
skills. The successful LFC draws on
their high level of initiative and ability to apply strong business acumen to
conduct a thorough needs analysis within their accounts. The successful LFC has the ability to develop
trust, demonstrate their credibility with all account stakeholders through
their knowledge of West’s products, and services and acquired knowledge of the
legal industry. The LFC tailors their
presentations to the unique needs of the individual account and articulates
their proposals through ROI justification to shorten the sales cycle.
Knowledge, Skills, and Abilities
partners with customers both over the phone and in person 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 via phone and in person by allocating appropriate time to
prioritize goals, requirements, renewal opportunities and sales opportunities. Demonstrates
an excellent ability to meet the demands of selling to a large customer base by
strategizing customer contact methods; 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 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.
and renewal targets and quotas on a monthly basis by both in person customer
visits and meetings over the phone. Demonstrates
the use of Small 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
We are 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. We deliver this must-have insight to the financial and risk, legal, tax and accounting, intellectual property and science and media markets, powered by the world's most trusted news organization.
years successful sales experience (both over the phone and field sales); Legal
industry preferred. 4 year
college degree or equivalent experience Software as a
Service Sales (SAAS) Experience a plus or a JD a plus 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 High level of competency with regard to internet,
periodical and internal prospecting. Proficient database management skills
Candidate Profile/Success factors :
JD, legal sales experience, or SAAS experience Consultative sales skills, specifically working
with clients on a series of small sales over an extended period of time Demonstrated success in a 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.
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