Account Executive, Corporate Investigative

Thomson Reuters   •  

Madison, WI

Industry: Professional, Scientific & Technical Services

  •  

Less than 5 years

Posted 53 days ago

This job is no longer available.

Position Objective/Mission:

Drive new sales and retain and grow an existing customer base of public records content and investigative solutions to the corporate marketplace.

Candidate must reside in sales territory.

Outcomes:

  • Meet annual new sales quota
    • Sell at least 10% of annual new sales quota in first 90 days
  • Meet annual renewal quota
    • Renew at least 10% of annual renewal quota in first 90 days
  • Conduct face-to-face appointments
    • 5 per week with new customers
    • 3 per week with existing customers
  • Demonstrate and sell across the whole product bag
    • CLEAR, WL Public Records, WL Court Express, Batch, system-to-system and other workflow solution tools
  • Maintain a pipeline of at least 3 times new sales quota
  • Update salesforce.com on an ongoing basis and work all pipeline opportunities

Competencies – Skills:

  • Consultative Selling Skills: listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility
  • New business mining, prospecting and cold calling skills: uncover high volume of new business opportunities via web or other databases
  • Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs
  • Territory Management Skills: effectively prioritize selling activities and maximize selling time
  • Accurate Forecasting: forecast with 90% accuracy
  • Communication Skills: hold effective and persuasive conversations with C-level executives and identify key decision makers

Competencies – Culture:

  • Commitment to People: professional, courteous, respectful and friendly
  • Collaboration/Partnership: team oriented, generous with sharing best practices and feedback
  • Customer first: customer-centric mentality
  • Integrity: operates honestly and with high standard of ethics
  • Delivering results: focused and able to take initiative, motivated, self-starter
  • Positive attitude: enthusiasm, energy, passion, curiosity. Open and adaptable to change

Qualifications:

  • Minimum of 4-5 years direct field sales experience (sales experience in the corporate sector preferred) with exemplary track record of sales quota overachievement
  • 4 year college degree required, Law degree a bonus
  • Able to work from home office and travel to customer locations.

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