PURPOSE OF THE POSITION:

The Client Executive will align sales strategy and initiatives to generate revenue, revenue growth, and increased awareness of Esquire’s deposition solutions across assigned book of business. This individual is accountable to meet or exceed established individual performance metrics and objectives through strategic and consultative selling techniques, including: attaining sales quotas on a monthly, quarterly and annual basis; obtaining and providing market intelligence; attaining and exceeding activity-based sales process and metrics; and working closely with marketing to ensure lead generation and execution of marketing programs.

In addition, some Client Executives are responsible for assigned Enterprise Accounts. Enterprise Client Management includes: developing and guiding the implementation of assigned enterprise accounts, aligning the expectations with enterprise account law firms, and developing a comprehensive sales account strategy to identify key growth opportunities with existing and targeted clients.

JOB DUTIES

• Grow revenue in assigned law firms and ZBFs (zero based firms) in assigned market
• Align sales strategy to the defined Esquire five pillars (HVTs, ZBFs, Land and Expand, Enterprise Law Firms, Enterprise Corporate Clients)
• Meet and exceed established individual performance metrics and objectives through strategic and consultative selling techniques
• Perform at a high level of aptitude in Salesforce, NetSuite, other web-based and Microsoft Office products ensuring levels of success in managing activities and required analytics
• Demonstrate a deep understanding of the full suite of Esquire products and services and how they benefit and apply to the clients and prospect’s needs and required successful outcomes
• Maintain excellent communication inclusive of written, verbal, and outstanding presentation skills
• Drive an organized and strategic approach to maximizing revenue growth by following the Esquire Sales Process
• Fully utilize Salesforce as a sales tool to drive sales activity to achieve published KPIs, manage opportunities, engage pricing or RFP support, and activity management
• Optimize all sales opportunities through thorough research in and use of Netsuite, Salesforce, the internet, and any other available tools
• Obtain and provide information regarding market intelligence
• Ensure adherence to Esquire Sales Policy
• Is proactive and responsive in answering client questions about solutions, prices, product uses, etc.
• Consult with clients after sales to resolve problems promptly and provide ongoing support
• Interact and maintain internal relationships promoting a team selling environment
• Promote the Esquire brand through networking events, associations, and other client facing events
• Manage monthly travel and expenses at or below established assigned monthly budget
• Actively demonstrate Company values
• Other duties as assigned

JOB DUTIES (ENTEPRISE ACCOUNTS)

• Attain Enterprise account growth targets for assigned accounts
• Maintain and expand relationships with current enterprise clients
• 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 reps and leaders
• 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)
• Other duties as assigned

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Excellent interpersonal, verbal and written communication skills
• Strong ability to network and develop relationships
• Highly energetic, with a sense of urgency and adaptability
• Organized and process-oriented with the ability to follow a defined sales process
• Solid business acumen and innovative thinking skills
• Self-directed, proactive decision-maker
• Team player with the ability to work closely with others to reach a common goal
• Knowledgeable of Salesforce, NetSuite, and Microsoft office suite of products

MEASUREMENTS OF SUCCESS:

• Quota attainment
• Maintenance of existing business and growth of new business
• Meet or exceed sales activity metrics

MINIMUM QUALIFICATION:

• Bachelor’s degree in Business Administration or equivalent preferred
• Five years of sales experience strongly preferred; experience selling into the legal industry is highly desired
• Business-to-business or business-to-professional experience is highly desired
• Experience working collaboratively in teams in a corporate setting highly desired
• Winning track record of meeting and exceeding individual and team performance based 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.