Account Executive

Description

IMS Legal Strategies serves trusted law firms and corporations worldwide to elevate strategies and protect reputations. IMS provides comprehensive solutions for complex legal and business matters, including specialized advisory and analytical support, global expert witness services, data-driven litigation consulting, powerful visual advocacy, and flawless presentation technology. As a strategic partner for the full case lifecycle, we work collaboratively with clients to uncover and analyze core arguments, develop a strong story around key themes, and deliver compelling presentations that reinforce the narrative.

IMS offers a fully integrated international team with decades of practical experience in more than 45,000 cases and 6,500 trials. We are driven to help clients overcome challenges and achieve the best possible results. Together, we win. Visit imslegal.com for more.

Position Summary

IMS is looking for a talented and energized sales professional with a proven record of success in growing territories and building strong professional relationships. Professional services sales experience preferred. Outside sales experience selling litigation services to law firms such as court reporting or deposition services is a plus.  The Account Executive will be responsible for servicing the Company’s existing clients and instrumental in growing revenue through new business development and expansion of existing client relationships/accounts within the designated territory and adjacent territories. You will develop the strategy, approach and relationship plans for the targeted law firm accounts to generate new and repeat business for the Company and its services. You will work closely with a team of high-energy distributed sales professionals reporting to the VP and Director of Client Development. You will also work with Case Managers that manage active cases for the Company’s clients. 

Essential Duties and Responsibilities

• Adhere to and demonstrate JM’s Core Values: Ownership Thinking, Humble Confidence, Quality & Excellence, Honor the Relationship and Operate as One
• Facilitate growth strategy, approach and relationship plan for targeted law firm accounts and targeted attorneys within those accounts.
• Daily field visits to meet face to face with current and prospective clients.
• Create deep relationships with attorneys through relationship sales with a primary focus on cold calls, scheduled in-services, lunch in-services and JM sponsored events. Efforts to prepare and support field functions may include telephone calls, e-mails, social media, and mailings. 
• Generate client awareness and preference for JM and its core services:
• Medical Expert Witnesses
• Case Management
• Billing and Coding Counter-Affidavits
• Working with the Case Management team, initiating active cases while maintaining high client satisfaction 

Sales Activity:

• Trains rigorously and understands completely all departments of JM and processes to sell using best practices.
• Develops and implements tactical plans to achieve portfolio sales quotas and objectives.
• Execute on specified outbound calls and meet goals.
• Conduct client research.
• Meet productivity and targeted case goals.
• Effectively act as the company ambassador for the client while collaborating with the Case Management and Leadership teams for case and project needs 

Requirements

• Requires excellent prospecting expertise
• One-to-one relationship building skills
• Strong organizational, multi-tasking and time management proficiency 
• History of generating revenues and profits that meet or exceed monthly sales quotas
• Excellent ability to build new business relationships as well as generate new revenue within existing clients
• Demonstrates strong client service acumen
• Candidate has excellent time management skills and can balance weekly expectations with administrative duties
• Ability to work from your car and be in the field daily making visits
• Legal sales background preferred but not necessary

Education and Technical Requirements

• Undergraduate degree preferred
• 2-5 years outside professional services sales experience, (legal sales a plus but not required). Candidate may substitute years of experience for education. Examples of professional service backgrounds may include but are not limited to healthcare sales, B2B sales in tech industry, machine sales or pharmaceutical sales
• Proven success in creating revenue and building and managing accounts
• Proficiency in Word, previous CRM experience and some basic knowledge of Excel

Our Employer Value Proposition Includes 

• A competitive compensation package to include variable compensation and 401K match 
• Flexible PTO and 12 paid holidays 
• Robust Health & Welfare Benefits including medical, dental, vision, HSA, short term disability, long term disability, and life insurance, all with generous company contributions 
• Career development programs supported through an integrated Learning Platform 
• Talent Identification Program to recognize and reward our high performing, high potential team members through career growth opportunities and unique development experiences 

IMS Legal Services is an equal opportunity employer that is committed to inclusion and diversity. We take affirmative action to ensure equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or other legally protected characteristics.