Wolters Kluwer Senior Field Sales Manager in Boston, Massachusetts
Responsible for generating revenue within an organizational unit by creating new sales opportunities and closing sales. Sells products/services directly to end users primarily via face-to-face contact. Develops an understanding of business, financials, products/services and the market in field sales. Applies and uses knowledge of sales methods and manages moderately complex and somewhat difficult to close sales. Operates under general supervision.
Work with Healthcare Providers, Payers, Consultants, Insurance Companies, Corporations and State/Local Government Agencies to sell and maintain Wolters Kluwer Healthcare Regulatory & Coding Solutions.
Consultative/Challenger selling - Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for company; prepares for client calls and supports the efforts of the team during client meetings; utilizes other resources of the company to nurture relationships with client influencers and decision makers• Account Planning – Works with Manager in planning sales strategy; aligns tactical account plans with overall corporate strategy; actively develops/oversees and manages business plans to meet sales goals/quotas; works within robust, comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately and communicating sales progress; actively manages account business plans through scheduled reviews and updates with Manager.• Pipeline management - Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline to meet quarterly and annual targets• Strategic sales planning & implementation – Actively works within strategic sales plans that reflect company's business strategy, to advance market share/penetration, and achieve profitable growth• Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions• Change management - Ability to work through an environment of rapid change and effectively execute on sales and retention goals• Key Decision Influencer/Key Decision Maker partnering - Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key stakeholders and business executives in support of other established relationships with the client• Industry and client knowledge - Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map the company capabilities that align to client business objectives and initiatives
Bachelor's degree or equivalent experience• Minimum of 5 years Business to Business Sales Experience; Healthcare or Compliance-driven Industry Experience preferred
CORE COMPETENCY REQUIREMENTS:
In addition to core selling skills:
Enthusiasm and eagerness to learn
Strong working knowledge of Microsoft Office Suite, Office 365, SFDC
Exemplary verbal, written, and presentation skills
Consulting mentality—extracting insights from very complex and/or limited information to make a recommendation to stakeholders
Results-oriented; able to take concepts and ideas through from implementation to action
Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work
Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive ‘can do’ attitude and approach to problem solving
Innovative mindset; willingness to try creative and different ways of accomplishing work
Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations
Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support
Travel required to our various locations and work in the field with customers, approximately 10% -15%.
This is a remote/home office position
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.
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