Sales Associate

Lighthouse

  • Full Time

Position Summary

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

Primary Responsibilities

  • Assist the sales team in generation of new leads, projects, and institutional client relationships.
  • Maintain accurate sales pipeline data and sales activities within Salesforce.com including accounts, opportunities, tasks/activities , and contacts.
  • Help develop and implement strategic sales plan to deepen relationships with new and existing clients.  Maintain Strategic Account Plan in Salesforce.com.
  • 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.
  • Perform other related duties as assigned.

Knowledge, Skills, and Behaviors

  • 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.

Qualifications

  • BA or BS degree required.
  • 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.

Work Environment and Physical Demands

  • Duties are performed in a typical office environment while sitting at a desk or computer table. Duties require the ability to use a computer, communicate over the telephone, and read printed material.
  • Duties may require being on call periodically and working outside normal working hours (evenings and weekends).
  • Duties may require the ability to lift up to 20 lbs.

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