Director, Enterprise Accounts

Description

PURPOSE OF THE POSITION:

The Director, Enterprise Accounts plays a key role in helping the company drive its top-line revenue and margin objectives by establishing national agreements with corporations for court reporting services and document and translation services.  This position has been created to hunt new opportunities for Esquire with large corporations that conduct a lot of litigation and are prime targets for our services.  .   

JOB DUTIES:

• Create new relationships with zero based corporations, focused to select vertical markets that have a lot of litigation.
• Maintain and expand relationships with current enterprise clients
• Client management or prospecting are inclusive of account strategy, relationship building, negotiations, value selling, collaboration with field sales and guiding account implementations.
• Manage the implementation and re-implementation of assigned accounts based on direction from corporate client and strategy set by Esquire
• Ensure field compliance with assigned enterprise contracts working with sales leaders
• Escalate execution issues to appropriate leadership
• Maintain and grow a book of business containing enterprise accounts, staff counsel, panel counsel, and complex law firms that have high enterprise revenue
• Research and identify existing underperforming enterprise accounts/law firms and create a strategic plan to grow revenue
• Conduct Quarterly Strategy Meetings (QSMs) and Annual Stewardship Meetings (ASMs)
• Drive new business by attending industry engagements and conferences
• Be recognized as a business partner and subject matter expert in Enterprise Sales
• Provide on-going training to client executives and others when applicable
• Other duties as assigned

Qualifications

REQUIRED KNOWLEDGE, SKILLS OR ABILITIES:

• Skill in prospecting and build relationships with key decision makers in highly litigious enterprise organizations to secure partnerships for deposition services
• Skill in client negotiations
• Skill in networking and leveraging established relationships with decision makers in legal services
• Knowledge of the legal services landscape
• 20-30% travel required for client visits and networking event/sponsorships.
• Strong presentation and communication skills, both verbal and written
• Sales focused mentality with strong ability to sell Company value proposition
• Strong analytical, critical thinking, and problem solving skills
• Proficient in Microsoft Office Suite skills and sales tools (e.g., SalesForce.com and NetSuite)
• Excellent interpersonal, verbal and written communication, and organizational skills
• Detail oriented with the ability to plan work effectively, to meet the deadlines assigned, and to make sound decisions
• Ability to multi-task and shift priorities 
• Ability to resolve challenges and suggest process improvement
• Ability to work under pressure
• Demonstrates a commitment to company objectives

EXPERIENCE QUALIFICATION:

• Bachelor’s degree in business-related field preferred
• 5 years of national sales experience with legal services sales experience preferred.
• Proven strong negotiation skills
• Demonstrated ability to work closely with business stake holders to ensure alignment of sales strategy with the business line strategy
• Experience driving targeted campaigns and activities to generate client opportunities

MEASUREMENTS OF SUCCESS

• Sales revenue and growth within Enterprise business; attainment of quota
• Company EBITDA
• Meet or exceed sales activity metrics

PHYSICAL ENVIRONMENT AND WORKING CONDITIONS:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Workspace is within a normal office environment with little exposure to excessive noise, dust, temperature and the like.
• The above is intended to describe the general content of and requirements for the performance of this job.  It is not to be construed as an exhaustive statement of essential functions, responsibilities or requirements.

Salary : $110,000 - $150,000