Regional Sales Manager, Mid Size Law Firms

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 upselling and retaining existing customers. This position will also be responsible for maintaining fully staffed territories and supporting related recruiting and hiring activities. It is responsible for providing effective coaching, training and performance management to Senior Sales Executives in the areas of new products, sales skills, productivity tools and professional development.

• 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 and 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 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 to optimize sales revenue and growth responsibilities as well as pilot participation.
• Ensure positive and effective relationships are established and maintained with customers; assist in customer escalation issues and provide customer relationship support as needed.
• Participate with and partner with the Quality Assurance team to assure that the customer's experience is uncompromised.
• Manage travel and expense budgets for manager and all direct reports, as well as the regional budget; track monthly growth goals, renewals and revenue.

• Four-year degree or equivalent experience; MBA and/or JD a plus.
• 5–7 years experience with successful sales in the business-to-business marketplace.
• Sales management experience, preferably in the legal market.
• Experience with coaching sales process, product training and professional development.

• 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.
• 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 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.

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous…