Edward Scott
Star,ID
Summary
Proven, measurable success in identifying new opportunities, gaining competitor clients, expanding revenue, and delivering exceptional sales results to organizations and clients. Comprehensive experience in high-level sales to large and small law firms and marketing solutions for client / business development, legal research, and productivity software. Consistent consultative sales performance across all categories and ability to rapidly understand and sell new products and services. Effective collaborator among colleagues and other specialists in strengthening initial sales and client retention.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Territory Sales Director
LEAD SCIENCE (SUBSIDIARY OF DEALER ON)
Derwood, MD
04.2023 - 10.2023
- Hold a territory of 4 States- New Jersey, Georgia, Utah and Oregon
- Responsible for sales of digital marketing services including SEO, PPC, Behavioral Targeting System, Geo Fencing and other high-end solutions for Law Firms of all sizes and practice areas.
Senior Account Executive
THOMSON REUTERS
Eagan, MN
01.2022 - 12.2022
- Responsible for sales to Medium Law firms of 11-175 attorneys
- Products/Services include Westlaw Legal Research, Practical Law, Public Records, Productivity/ Practice Software including HighQ law firm collaboration software and service.
Senior Account Executive | Client Development Consultant
THOMSON REUTERS
Eagan, MN
01.2019 - 12.2021
- Held sales responsibility for ~600 client law firms with 1-15 attorneys for Westlaw Legal Research, Practical Law, Public Records, Productivity/ Practice Management Software and FindLaw, (Thomson Reuters Client Development and Marketing Division). - Delivered strong sales results for 3 major product lines, determining best fit depending on individual client needs. - Demonstrated defensible ROI across all products and services and communicated to each client importance and expected results of efficient marketing strategy, expanding client base 15-20%. - Grew and retained personal sales pipeline, exceeding 4X monthly goals. - Obtained 100% or greater performance against annual quotas for each major product.
Senior Account Executive, Small Law Firms
THOMSON REUTERS
09.2008 - 12.2018
- Managed client base of ~600 small law firms
- Prospected via in-person, email, and phone
- Conducted group and individual demonstrations weekly
- Provided front-end sales support with product training
- Advised customers in full understanding of applying Thomson Reuters Westlaw services
- Engaged in post-sale and ongoing support for building revenue via up-sale opportunities. - Achieved 100% or greater performance against annual quota. - Obtained significant growth with new major product line from zero clients to over 25% of territory. - Earned awards included Top Dollar Sales, Century Club all years, and 3 President's Club trips.
Senior Account Executive, Large and Medium Law Firms
THOMSON REUTERS
01.1997 - 08.2008
- Initiated frequent interaction with ~75 firms home-officed in Los Angeles and Las Vegas, including partners, C-level directors, administrators, and attorneys
- Conducted daily prospecting and outreach to various firm departments
- Hosted group presentations and demonstrations of Westlaw, Drafting Solutions, Productivity/ Practice Management Software, Public Records, Technology / Business Continuity, and E-Discovery products and services. - Achieved 100% or greater performance in online Westlaw and software services, expanding core business for Thomson Reuters' most profitable customers. - Partnered with Law Firm Westlaw account managers to foster revenue growth and client understanding of products and services, increasing annual territory revenue 15-25%. - Honored with awards, including National Top Dollar Sales, Century Club all years, and 5 President's Club trips.
Education
Bachelor of Science (BS) - Business and Marketing
Pepperdine University, George L Graziadio School of Business and Management
Skills
- Outside sales and prospecting (in-person, email, and phone campaigns)
- C-level (firm partners) engagement
- Negotiations with high-value clients
- Excellent presentation and communication
- ROI demonstration and proof-source
- Collaborative team management
- Remote working productivity
- Microsoft Office, Salesforce, and other CRM
Websites
Certification
State of Idaho Department of Insurance - Resident Producer License, 853429, 02/29/2024, Accident & Health or Sickness, Life
Boards
Law Firm Advisory Board Member: Annual election to Thomson Reuters' internal group with responsibility for advising on new product development and customer service.
Professional Development
- Comprehensive Sales Training, Corporate Visions, Challenger
- Other company provided Sales Training and Sales Bootcamp programs
Professional Highlights
- Exceeded quota 22 of 25 years
- Earned 8 Presidents Club Awards
- Received Numerous District and National Awards
Timeline
Territory Sales Director
LEAD SCIENCE (SUBSIDIARY OF DEALER ON)
04.2023 - 10.2023
Senior Account Executive
THOMSON REUTERS
01.2022 - 12.2022
Senior Account Executive | Client Development Consultant
THOMSON REUTERS
01.2019 - 12.2021
Senior Account Executive, Small Law Firms
THOMSON REUTERS
09.2008 - 12.2018
Senior Account Executive, Large and Medium Law Firms
THOMSON REUTERS
01.1997 - 08.2008
Bachelor of Science (BS) - Business and Marketing
Pepperdine University, George L Graziadio School of Business and Management
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