Sales Associate

  • Lighthouse
  • Remote
  • Jun 11, 2020
Full time   Legal

Job Description

Purpose



To support outside sales professionals to maximize revenue with existing clients and target prospects through both pre-close and post-sales activities. Allow outside sales professionals to maximize selling time and revenue generation.

Duties & Responsibilities

  • Assist the outside sales professionals in generation of new leads, projects, and institutional client relationships
  • Help develop and implement strategic sales plan to deepen relationships with new and existing clients. Maintain Strategic Account Plan in Salesforce.com
  • Help set meetings for Vice President and perform outbound for conferences
  • Maintain accurate sales pipeline data and sales activities within Salesforce.com including accounts, opportunities, tasks/activities, and contacts
  • Help prepare, proof and deliver project proposals and responses to RFPs/RFIs for eDiscovery services
  • Prepare and submit estimates for new client projects
  • Support upcoming meetings including initial PowerPoint creation and management as well as other required materials
  • Manage contracting process including document creation from templates, submitting contracting requests, coordinating with internal and external stakeholders, and contract negotiation support
  • Ensure proper setup of new projects within internal systems
  • Coordinate with project management, collections, and operations teams to ensure seamless delivery of services
  • Assist with client and prospect relationship management including follow up communication, resolving billing issues, conducting price / contract negotiations
  • Prepare and submit client reporting and budget updates to clients
  • Review monthly invoices to confirm accurate pricing and adherence to budget
  • Proactively identify opportunities to take on tasks that free the outside sales professionals to interact more with clients and prospects
  • Commit to ongoing education, research, tracking and communication of industry trends, best practices and competitive service offerings to identify opportunities for growth, innovation, increased market share, and competitive advantage

Direct Reports



N/A

Job Requirements

  • Strong written communication skills with the ability to create compelling sales meeting presentation materials and proposal responses
  • Strong verbal communications skills to clearly and succinctly address client information needs and articulate points of differentiation
  • Strong organizational skills
  • Strong attention to detail including the ability to thoroughly quality check work product
  • Ability to build trusted and lasting relationships with both external and internal customers and peers
  • Strong Microsoft Office skills (Exchange, PowerPoint, Word, Excel)
  • Familiarity with CRM tools like Salesforce.com
  • Demonstrate a consistently high activity level and be extremely self-motivated
  • Experience supporting a sales team with prospecting, listening, follow-up, team selling and account planning is a plus
  • Experience working with providers of electronic discovery (ESI), attorney document review, or other litigation support services to Fortune 1000 corporations and AM 200 law firms a plus
  • BA or BS degree required

Working Conditions



General open office environment. Work is generally sedentary in nature, but may require standing and walking for up to 10% of the time. The working environment is generally favorable. Lighting and temperature are adequate, and there are no hazardous or unpleasant conditions caused by noise, dust, etc. Work is generally performed within an open office environment, with standard office equipment available.

Physical & Cognitive Demands



Sit or stand for extended periods of time at stationary work station, learn and comprehend complex instructions, analysis of data, focus and attention to tasks and responsibilities. Verbal communication; listening and understanding, responding and speaking, and able to create positive professional relationships with various departments in the organization.

Sales Role

Account Management