Senior Field Sales Manager, Research & Learning - SaaS
Company: Wolters Kluwer
Location: Richmond
Posted on: January 27, 2023
Job Description:
Wolters Kluwer Tax & Accounting North America is looking for a
Sr. Field Sales Manager to join our Research & Learning team in a
remote home office in the Mid-Atlantic !Research and Learning, US
(CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, one of
the world's leading providers of tax, accounting and audit
information, solutions and services to accounting firms, corporate
tax and auditing departments, federal and state government
agencies, universities and libraries. Today, the tax and accounting
profession is changing and the regulatory landscape is becoming
increasingly complex, making it harder to ensure accuracy and
effectiveness for clients. As the pace of that change accelerates,
Wolters Kluwer continues to be at the forefront of advancement to
ensure that tax and accounting professionals have real-time access
to answers to complex questions about tax legislation, case law,
tax rates and tax rules.Our key solutions include the CCH
AnswerConnect research platform that helps streamline workflows,
improve accuracy and efficiency, and give users unprecedented
access to world-class content; CCH Account Research Manager , which
provides tax and accounting professionals with all essential
guidance they need to stay in compliance with GAAP, GAAS, and SEC
rules and regulations; as well as CCH CPELink , a convenient online
self-study resource for tax and accounting professionals to
complete their continuing professional education (CPE)
requirements.The TAA Sr. Field Sales Manager for Wolters Kluwer
Research & Learning has primary responsibility for driving
profitable sales growth in assigned accounting firms within a
geographic territory that meets or exceeds sales goals. Additional
activities include: learning and staying informed on the complex
and comprehensive Research & Learning product line; learning and
following a comprehensive sales process; updating and managing
sales pipeline information for an assigned list of accounts;
managing time and resources effectively; representing Wolters
Kluwer within the industry and territory; and contributing to sales
planning and forecasting activities. Specific responsibilities and
requirements are as follows:*Ideal candidates may be based from a
remote home office location anywhere in Pennsylvania, Delaware,
Maryland or Virginia*ESSENTIAL JOB DUTIES AND 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; completing all self-study reading, exercises, and
activities in the prescribed timeline
- 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 target list provided; organizing customers by
segment and opportunity (e.g., size, type of firm); 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 in
accordance with timing and content standards
- Drive new account/customer development to meet weekly, monthly,
and annual sales goals planning and conducting
prospecting/introductory calls with sufficient volume to establish
full calendar of in-person meetings; participating in industry
meetings, trade shows and sales meetings; conducting group
presentations to generate interest in products and services
- 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 to stay informed of their business needs, and the value
provided by existing WK solutions
- Contribute to new product development and issue resolution that
meets customer needs by identifying gaps/issues where current
products do not meet client requirements; working with product
managers to translate unmet client requirements into business and
functional specifications; managing client expectations on the
timing, delivery and scope of product enhancements
- Improve TAA market share within the territory by identifying
departments/business lines in target accounts using competitive
products and engaging the client account at the management and
executive level to identify business issues
- Manage time and resources effectively to accomplish sales goals
by planning for and scheduling all required sales activity;
grouping activities logically (e.g., in-person meeting in the same
locale on the same or consecutive days)
- 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 managerKEY
QUALIFICATIONSEducation:Bachelor's Degree or equivalent relevant
experienceMinimum Experience:1-2 years B2B sales experience,
including formal sales education/training and/or internal WK sales
experience including demonstrated experience with the following:
- 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
applicationPreferred Experience:
- Prior track record of success in an inside sales or virtual
sales role
- 3+ years B2B sales/account management experience with on
premise software or SaaS business application and/or information
services
- Consultative sales approach
- Consistent Presidents/Chairmans 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
terminologyOther Knowledge, Skills or Abilities:
- Experience working independently with a minimum amount of
oversight
- Formalized sales training (e.g. Challenger Sales)
- Advanced written and verbal professional communication
skills
- Detail-oriented and ability to handle multiple top
priorities
- Ability to function in a fast-paced collaborative, matrixed
organization
- Strong work ethic and passion for excellence
- Ability to work flexible schedule and overtime
- Excellent facilitation skills and ability to influence--drives
for collaboration but not necessarily consensusTRAVEL REQUIREMENTS
- Domestic travel to client sites 25-50% of work time, in
territory.Minimal overnight travel (1-2X per quarter)EQUAL
EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of
its subsidiaries, divisions and customer/business units is an Equal
Opportunity / Affirmative Action employer. All qualified applicants
will receive consideration for employment without regard to race,
color, religion, sex, sexual orientation, gender identity, national
origin, disability, or protected veteran status.
Keywords: Wolters Kluwer, Richmond , Senior Field Sales Manager, Research & Learning - SaaS, Executive , Richmond, Virginia
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