Senior Sales Executive, Mid-Law

As a Senior Sales Executive at Thomson Reuters, your main responsibilities will include selling products like Westlaw and Practical Law to the legal community, managing complex relationships, and capitalizing on new sales opportunities within your assigned territory. You will also develop territory growth strategies and utilize Salesforce to track deals and key performance indicators effectively.

To qualify for the Senior Sales Executive role at Thomson Reuters, you should have at least 5 years of successful sales experience in a consultative environment, preferably selling to C-level clients. A four-year college degree or equivalent experience is also required, alongside strong knowledge of legal products and excellent communication skills.

A typical day for a Senior Sales Executive at Thomson Reuters involves a mix of prospecting new clients, developing sales strategies, and nurturing existing accounts. You will conduct virtual meetings, research client needs, and collaborate with Sales Specialists to ensure clients receive the best solutions from our extensive product lineup.

Thomson Reuters is committed to the professional growth of its Senior Sales Executives through various initiatives such as access to LinkedIn Learning, opportunities for cross-company projects via the internal Talent Marketplace, and participation in networking activities like the Ten Thousand Coffees program to enhance professional development.

At Thomson Reuters, you can expect a culture that values equality, diversity, and inclusion. The organization promotes a collaborative and flexible work environment, prioritizes work-life balance, and encourages personal and professional growth through various employee-driven initiatives.

When approaching a new sales opportunity, focus on researching the client's needs and pain points. Use your knowledge of Thomson Reuters products to tailor your pitch and showcase how our solutions can meet their specific requirements. Be prepared to ask open-ended questions to engage the client and build rapport.

Certainly! One successful strategy I implemented involved a comprehensive understanding of the client's needs, followed by offering a customized bundle of products that addressed multiple issues they faced. This not only led to closing the deal but also expanded our relationship over time as we continued to add value.

The key elements of effective relationship management in sales include strong communication, trust-building, active listening, and consistent follow-up. It's essential to understand the client's perspectives and provide ongoing support to foster a long-term working relationship.

Staying updated involves regularly reading industry publications, attending relevant webinars and conferences, and networking with other professionals in the legal and sales areas. This continuous learning helps me effectively advise my clients on how Thomson Reuters products can address emerging challenges.

Handling objections effectively involves actively listening to the client's concerns, empathizing with their situation, and providing clear, data-backed responses. I also find it helpful to share case studies or examples of how others in similar positions have benefited from our solutions.

I am motivated by the challenge of meeting and exceeding sales targets. The ability to connect clients with products that genuinely benefit their work is fulfilling, and I thrive in competitive environments where my efforts contribute to greater organizational goals.

I have extensive experience using Salesforce for tracking customer interactions, monitoring sales performance, and analyzing data insights to inform my sales strategies. I find that an organized CRM system is pivotal for managing leads efficiently and moving opportunities through the sales funnel.

Teamwork is crucial; I believe in collaborating with my colleagues and subject matter experts to craft the best solutions for our clients. Sharing insights and leveraging each other’s expertise often leads to better outcomes and enhances overall client satisfaction.

I would prioritize accounts based on their potential revenue, size, and current engagement level. Assessing these factors allows me to strategize effectively on where to invest my time and ensure that I'm maximizing opportunities in my territory.

The most challenging aspect often involves navigating complex client needs and long sales cycles. However, I view these challenges as opportunities to deepen my understanding of the client’s situation and to provide high-value solutions that make the effort worthwhile.