Federal Sales Consultant (Government) - Washington D.C.

Company:	Thomson Reuters Company Profile \| Current Opportunities (27)
Job Location(s):	Washington
Employment Term:	Regular
Employment Type	Full Time
Start Date:	As soon as possible
Starting Salary Range:	Not Provided
Required Experience:	Open
Related Categories:	Government - Policy/Legal

Position Description

Description

Thomson Reuters is the leading source of intelligent information for the world's businesses and professionals, providing customers with competitive advantage. Intelligent information is a unique synthesis of human intelligence, industry expertise and innovative technology that provides decision-makers with the knowledge to act, enabling them to make better decisions faster. Through its more than 50,000 people across 93 countries, Thomson Reuters delivers this must-have insight to the financial, legal, tax and accounting, scientific, healthcare and media markets, and is powered by the world's most trusted news organization. More information about Thomson Reuters and its financial performance can be found on www.ThomsonReuters.com http://www.thomsonreuters.com/

West, a Thomson Reuters business, is the foremost provider of integrated information solutions to the U.S. legal market. A leading innovator in its field, West's products and services are considered the world standard for supporting the business and practice of law. West has more than 8,500 employees in locations across the U.S.

The Sales Consultant is responsible for selling West products to assigned federal and local government and academic accounts. The Sales Consultant calls on the customer, identifies the customer's needs and uses a consultative selling approach to close the sale in such a way that builds value for the customer and facilitates opportunities for future sales. This is accomplished through an in-depth understanding of West's products, sales techniques and the needs of the legal profession.

Knowledge, Skills and Abilities

Exhibits a deep knowledge of Federal government organizations and procurement processes; is able to work in a complex decision-making environment; can work across an agency organization with the decision makers and influencers, as well as the contracting offices.
Investigates customer needs in order to build a comprehensive understanding of issues/concerns; Uses effective relationship building skills as a strategy for dealing with customers; is focused on the big picture and business perspective when making decisions and taking action.
Demonstrates excellent ability to identify alternatives to penetrate an account deeper, wider and farther; creates bundled product packages to meet client needs.
Demonstrates high level of professional qualities and disposition that commands attention; adapts smoothly to changing requirements and politicized issues.
Uses appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at West's largest customer sites; communicates and interacts effectively with internal team members including Inside Sales, Account Managers, Research Specialists, other Sales Team members and Regional management to create high performing collaborative teams.
Exhibits a deep knowledge of West products such as Westlaw, add-ons and print, and other products of West and Thomson Reuters, as well as the legal profession and the legal publishing industry: Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback and applies knowledge to practical use on the job.

Responsibilities:

Attains sales targets and quotas on a monthly basis
Demonstrates the use of the product to the customer
Obtains and provides territory information regarding market intelligence and penetration
Confers with and assists with customer-related issues, including collections and complaints, as needed, to maintain good customer relations
Attends sales meetings and conventions as required
Completes weekly sales performance reports
Attains activity level metrics
Calls on customers in the Greater Washington metropolitan area including the following:
- Federal Government accounts
- All local agencies (including libraries and jails)
- Correctional facilities and prisons
- Native American Tribes, reservations and casinos (owned by Native American Tribes)
- Bankruptcy Trustees (when funded by a government agency)
- Embassies and Foreign Consulates
- All schools and school districts
- Community colleges
- Technical schools
- Paralegal and court reporting programs and schools (excluding reseller accounts)
- Public and private high school libraries
- Private and public universities and colleges and law schools (including privately-owned corporations)
- General Counsel offices at public and private colleges and universities
- All local school boards

Qualifications

Minimum of 4-5 years direct field sales experience (sales experience in the government sector preferred)
4 year college degree, Law degree preferred
Previous Federal government industry experience
Has a strong technical aptitude and can discuss, position and sell online workflow solutions
Proven knowledge of sales concepts, methods and techniques
Ambitious self-starter with high energy and motivation
Excellent communication skills
Effective time management skills
Able to work from home office and travel to customer locations
Proficient in MS Office/internet
Working knowledge of West products, the legal profession and/or legal publishing industry preferred

Thomson Reuters employees take pride in providing our customers around the world with information that is timely, accurate, unbiased and trusted. We have a profound respect for the professions and customers we serve and define our success in terms of their success. Our work environment is dynamic, innovative and entrepreneurial. We have a result-oriented culture that demands excellence, agility, and the desire to move quickly and precisely to seize opportunities. Our environment is both challenging and supportive - we give employees the opportunity to develop their skills and do their best work.

Thomson Reuters values diversity of culture and thought and seeks talented, qualified employees in all its operations around the world regardless of race, gender, national origin, religion, sexual orientation, disability, age or any other protected classification under country or local law.

Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer.