Summary
Multi-faceted Regional Sales Manager promoting excellent record of exceeding company-defined quotas through exceptional sales strategy and continuous coaching. Mentors employees to develop top-performing team members and to extract the absolute maximum from a sales team. Promotes exceptional work ethic and committed to finding effective solutions.
Overview
21
21
years of professional experience
Work History
Regional Sales Manager - Global Large Law Firms
THOMSON REUTERS
01.2012 - 12.2021
- Century Club recipient in 2012, 2013, 2014, 2015, 2018, 2020, and 2021
- Presidents Club winner in 2012, 2013, 2015, and 2018
- Regional Sales Manager of the Year in 2012, 2015, and 2018
- Utilized weekly conference calls, WebEx, one on one calls, and travel in the territory to ensure that my team was well informed, well prepared, and well trained on sales technique and process
- Maintained an up to date and accurate Salesforce pipeline, and delivered accurate forecasts on a weekly, monthly, and quarterly basis
- Served on multiple Advisory Boards and pilot groups
Regional Sales Manager - Medium Law Firms
THOMSON REUTERS
01.2008 - 12.2011
- Century Club recipient in 2008, 2010, and 2011
- Presidents Club winner in 2008 and 2010
- Successfully negotiated multi-year renewal contracts and grew overall Westlaw revenue for accounts within my territory
- Met revenue and sales goals for 2008, 2010, and 2011, and lead the West Central District at 111% of revenue in 2011
- Worked very closely with SE and AM to develop and hone their sales skills, resulting in 100%+ attainment of sales quota for all of 2008, 2009, and 2010
Regional Sales Manager - Small Law Firms
THOMSON REUTERS
09.2003 - 12.2007
- Century Club recipient in 2004, 2006, and 2007
- Presidents Club winner in 2004 and 2006
- Created and implemented training and marketing programs with law firm accounts resulting in increased territory revenue
- Managed a team of 7 SLF sales reps to forge strong customer relationships and develop opportunities by uncovering needs and offering solutions
- Led new sales and multi-year contract negotiations by fostering and maintaining relationships with customers throughout the territory
Sales Executive
LEXIS NEXIS
04.2001 - 08.2003
- Century Club recipient in 2001 and 2002
- President's Club winner in 2002
- Sold statewide Lexis contract to Indiana Judicial Technology and Automation Committee, putting Lexis in all Indiana courts and state agencies
- Coordinated local marketing efforts within assigned accounts
- Exhibited awareness of Westlaw, Loislaw and other competitor practices and services
Education
BA Psychology - Psychology
05.1991
- Dean's List - 6 Semesters
- GPA - 3.5
- Psi Chi Psychology Honor Society Member
Skills
- Team Recruiting and Onboarding
- Sales Program Coordination
- Sales Statistics Analysis
- Personnel Management
- Competitor Analysis
- Strategic Networking
- Interpersonal Communication Skills
- Interdepartmental Collaboration
- Salesforce Software
- Sales Quota Management
Timeline
Regional Sales Manager - Global Large Law Firms - THOMSON REUTERS
01.2012 - 12.2021
Regional Sales Manager - Medium Law Firms - THOMSON REUTERS
01.2008 - 12.2011
Regional Sales Manager - Small Law Firms - THOMSON REUTERS
09.2003 - 12.2007
Sales Executive - LEXIS NEXIS
04.2001 - 08.2003
UNIVERSITY OF MARYLAND - BA Psychology, Psychology