2 Openings: Washington, DC and (Legal Account Director in Atlanta)-Open to major East Coast Cities
-Sr Account Director will over see the other Account Directors
About our client:
Our client is one of the world’s leading providers of legal services outsourcing, including litigation support, document review, contract management, and intellectual property (IP) management and software services. With offices across Europe, the United States, Asia and the Pacific, Our client supports many of the world’s best known corporations and law firms with a diverse set of legal and IP specific requirements.
Summary
We are currently looking for an Account Director to manage the Sales of our LSO services for the Midatlantic region. This role will additionally serve as a player/coach and be responsible for managing the Account Directors in 4 other regions.
Duties
• To be instrumental in the winning of new business and the maintenance, development and, where relevant, growth of LSO business with existing client organisations
• Responsibility for identifying and developing Clients and working with them, collaboratively, to tailor the support services available to best meet their needs, including pricing, MSA, scoping SLA definitions.
• To provide to the Client account management input and expertise throughout the sales process and to support the Client in their decision to effect change management.
• Responsibility for the ongoing management of existing Clients’ needs
• To be aware of all product offerings and to understand the implications of any changes to such offerings
• To liaise with Global Practice Heads on the development of product offerings and new product ideas and to establish how these may be tailored to best meet Client needs.
• To act as liaison between Clients, Global Practice Heads and Operations in terms of supplying feedback relevant to ongoing product development and supply.
• To assist LSO Sales and Delivery teams in performance review and improvement at account and organisational level.
• To manage and maintain a detailed account plan and methodology for increasing our client’s foot print within a Client organisation.
• Together with Legal partner has full accountability for revenue number. Responsibility for accurate revenue forecasting during the deal process through contract signature.
• To update on a weekly basis in SF.com to provide regular management information, metrics and reports on sales pipeline and account activity against financial targets.
• To manage with sales colleagues the virtual account team on a daily, weekly and monthly basis and to participate in the development of the team from both a commercial and sales management perspective.
• Responsibility for ensuring all client deals and projects have been checked for conflict and export control
• To develop and maintain a high level of commercial and business awareness within Client sectors.
• To ensure commercial good practice is maintained in all Client proposals, bids, contracts and signed business.
• To work with Lead Lawyer on projects to support Client relationships.
• To ensure Client receives ‘good value for money’ at all times.
Qualifications
• Senior business development specialist with 8-15 years experience selling outsourcing and/or offshored services
• Experience managing a team
• Commercial minded with proven track record of delivering large, profitable wins
• Demonstrable proposal, report and bid writing skills
• Strong interpersonal skills
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