Job Description
About the position As a Sr. Field Sales Manager for Wolters Kluwer Research & Learning, you will have primary responsibility for driving profitable sales growth in assigned accounting firms and corporations within a geographic territory that meets or exceeds sales goals. You will report to the Divisional Sales Manager, Research & Learning - Tax & Accounting North America. Responsibilities • Learn full line of Research & Learning products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard product training sessions for new hires.
• Learn and execute the sales process for Tax & Accounting products and services by staying fully informed of the prescribed sales process. • Manage assigned account list that supports a healthy sales pipeline by reviewing bolthires list provided; organizing customers by segment and opportunity; researching contact information for decision-makers and influencers; building daily and weekly calling lists and making corresponding calls; and maintaining information within the Salesforce.com CRM database.
• Drive new account/customer development to meet weekly, monthly, and annual sales goals by planning and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings. • Maintain and grow existing customer business to meet weekly, monthly and annual sales goals by contacting or meeting with existing clients in sufficient volume and with appropriate regularity. • Contribute to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements.
• Improve TAA market share within the territory by identifying departments/business lines in bolthires accounts using competitive products. • Manage time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity. • Collaborate with colleagues to exchange information such as selling strategies and marketing information. • Work with other sales personnel and Division Sales Manager to address account/channel conflicts in a professional manner. • Develop an Annual Business Plan based on accurate pipeline predictions, Mid-Year business update, weekly reports and quarterly forecasts.
• Engage in weekly communication with manager. Requirements • Bachelor's Degree or equivalent relevant experience. • 3+ years' B2B sales experience, including formal sales education/training and/or internal WK sales experience. • Demonstrated experience with developing and qualifying prospect lists. • Consistent achievement of quota and goals. • Developing and executing business plans and forecasts. • Translating contacts gained through extensive networking into legitimate business opportunities. • Making in-person presentations to prospective clients to explain the business' products and services and their alignment with client needs.
• Proficiency with MS Office Suite (Word, Excel, PowerPoint, Outlook & Teams). • Proficiency with Salesforce.com or other comparable CRM application. Nice-to-haves • Prior track record of success in an inside sales or virtual sales role. • 5+ years B2B sales/account management experience with on premise software or SaaS business application and/or information services. • Consultative sales approach. • Consistent President's/Chairman's Club qualifier and achiever of other various sales performance awards.
• Prior experience working within a multi-divisional organization with various sales channels. • Prior Tax & Accounting industry sales experience. • Working knowledge of Tax and/or Accounting concepts and terminology. Benefits • Medical, Dental, & Vision Plans • 401(k) • FSA/HSA • Commuter Benefits • Tuition Assistance Plan • Vacation and Sick Time • Paid Parental Leave Apply tot his job