Job Description:
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Field Sales Representative
Territory: Downtown Chicago and Western Suburbs.
Field Sales Representative (FSR) for the Legal Markets Group develops and grows revenue from specialty legal content products that meets or exceeds sales goals. Customers include attorneys (in law offices with 21 or more employees), law professors, students, and organizations in the public sector.
Field Sales Representative activities include:
Learning and staying informed on the complex and comprehensive legal markets group product line (over 700 products with 12 core products).
Establishing, updating and managing target account lists and sales pipeline information.
Following a comprehensive sales process (including cold calling, customer need diagnosis, and presentations with a 30-45 day sales cycle) to develop new and expand existing accounts.
Managing time and resources effectively.
Contributing to sales planning and forecasting activities.
Requirements
Minimum Education:
Bachelor's Degree in business or related field; OR, if no degree, 5 years B2B sales experience for non-manufacturing/non-agriculture product/services.
Minimum Experience:
2 years of B2B sales experience, including:
* Developing and qualifying prospect lists.
* Making in-person presentations to prospective clients to explain the business’ products and services and their alignment with the client’s needs.
* Managing a large client base.
* Using online presentation tools.
* Consistent achievement of sales quotas.
Preferred Experience (includes minimum): 5+ years B2B business development experience within information services, including:
*Selling to legal professionals (including attorneys, law professors, and law students).
* Working tradeshow and conference events.
* Selling a complex product/service requiring in-depth knowledge of the client’s business and the products functionality.
* Developing accurate sales forecasts.
* Earning majority of total compensation in commissions.
* Demonstrated ability to learn a complex product line quickly through self initiative and discipline.
* Regular attainment of President’s Club status.
Minimum Knowledge:
* Sales process and activities.
* English language.
*Familiarity with using the Internet to find information.
Preferred Knowledge (includes minimum):
*Publishing and information services industry
* Legal industry
Tools:
*Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
* Tools and process enabling remote connection to internal systems.
*Sales management software; SalesLogix in particular.
Travel Requirement:
* Extensive travel within region. Overnight travel may be required depending on territory.
* Occasional travel to corporate offices or other locations for meetings.
* In field 3-4 days per week.
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