Regional Sales Manager, Government Risk & Fraud

The Regional Manager (RM) is responsible for successfully leading and managing a sales and account management team to meet and exceed performance targets.  Individual is accountable for growing total sales, on-line revenue, usage and market share within assigned region, to meet year over year growth targets. Ensures staff is effectively trained, motivated and coached to cover all assigned accounts and territories within the region.

Individual hired must reside within the State/Local Government Region.

Location: Remote based position, will cover eastern US

Reports to: Vice President, Risk and Fraud Sales, Government

About the Role:

In this opportunity as a Regional Manager, you will:

• Consistently attain Regional sales quota, revenue goals, and renewal targets
• Effectively manage all sales consultants, sales associates and account management staff assigned to the region. Balances appropriate time in the field coaching and motivating team to achieve desired performance results.   
• Develop an annual operational business plan for the Region, informing the work of field staff and directing the way in which the Region plans to grow its revenues.  The plan, which shall incorporate a competitive and market assessment and indicate the Region’s contribution to the division’s planned growth for the year, will be reviewed by divisional management against standard performance metrics periodically throughout the year.
•  Ensure team members are properly trained on product knowledge, sales and account management process and overall SAM policies and procedures.  Recruit and hire high quality sales and account management candidates and ensure all territories are fully staffed. Continue to maintain a robust pipeline of quality candidates for future openings. 
• Ensure compliance across region of all required reporting and effective use of internal tools and resources.
• Support Account Managers, Research Specialists and Sales Consultants/ Associates in achieving their monthly, quarterly and annual goals, by providing the necessary coaching, development and leadership to make each person and the overall Region successful against core West metrics.
• Provide accurate and timely regional sales and account management reports, regional forecasts, expense reports, customer evaluation reports as well as other reports requested by Channel management.   
• Work with product marketers, segment staff and product developers to provide input on legal and regulatory information products, services or solutions which allow our government customers to access & utilize our content & solutions more efficiently.  Design and recommend special programs and promotions to maintain or stimulate growth.
• Organize and conduct regional meetings and contribute to divisional management meetings as requested by Director, Field Management.
• Foster and maintain positive and effective internal and external customer relationships. Assist in customer escalation issues and provide customer relationship support as needed.
• Ensure all business dealings are handled professionally and ethically in accordance with established and accepted business practices. Support company processes and procedures and help to ensure the customers’ experience is without compromise
• This position requires regular travel within assigned region to meet with team and customers. In addition, travel is required for other Government Channel and/or National SAM meetings.

Knowledge and skills

Delivering Results

• Champions new and innovative approaches, ideas, methods, processes, products and services.
• Sets high standards for performance, takes ownership, and drives accountability for results.
• 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.
• Excellent time management and organizational skills.

Commitment to People

• Skilled in coaching effectively, managing overall performance; ability to demonstrate and teach job related skills to optimize employee’s performance.
• Creates an environment to attract the best and brightest people.
• Uses 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.
• Excellent communication skills: verbal, written and presentation

Collaboration

• Builds constructive relationships across the organization with key business partners including channel teammates, Segment, NPD and Finance to drive the business forward.
• Works collaboratively across boundaries and gets things done despite divergent goals, cultures and perspectives.

Customer First

• Uses knowledge of business dynamics to make good decisions and sustain the core business while driving profitable growth.
• Excellent knowledge and understanding of products, solutions and services for the Government Channel.
• Adept at forecasting monthly goals
• The ability to use financial tools to assist in planning, forecasting and productivity improvement.
• Exemplifies a strong understanding of the Government market and the needs of Government customers; ability to listen effectively and obtain necessary information in order to do business within the Government market.
• Demonstrates strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.

About You:

You're a fit for the role if you have:

• Four-year college degree required.  JD, MBA preferred; 4+ years in a successful sales or account management role
• Prior field management experience preferred
• Strong working knowledge and understanding of government legal market  
• Established knowledge or a good appreciation of West products and services, especially the Westlaw platform
• High degree of integrity
• Service orientation and experience with professional client presentations
• Strong leadership and management skills
• Excellent time management and organizational skills
• Excellent communication skills
• Excellent computer literacy

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What's in it For You?

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. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations.

For any eligible US locations, unless otherwise noted, the target total cash compensation range for this role is $199,500 - $370,500.

This is inclusive of both base pay and any target sales incentive.
Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.


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