Description
*You may be based from a remote home office location anywhere in the Eastern or Central U.S. time zones* 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. As a Sr. Field Sales Manager for Wolters Kluwer Research & Learning, you will have primary responsibility for driving profitable sales growth in assigned 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. Specific responsibilities and requirements are as follows: You Will: 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 manager You Have: Education: Bachelor's Degree or equivalent relevant experience Minimum Experience: 3+ 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 application Preferred Experience: 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 Other 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 consensus Travel Requirements: Up to 10% of work time in territory for client visits and team meetings. Minimal overnight travel (1-2X per quarter) #LI-Remote Compensation: Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA:: $76,350 - $105,700 If making a difference matters to you, then you matter to us. Join us, at Wolters Kluwer, and be part of a dynamic global technology company that makes a difference every day. We’re innovators with impact. We provide expert software and information solutions that the world’s leading professionals rely on, in the moments that matter most. You’ll make a real difference in the lives of millions of people. Together with our customers, we help to advance sustainability, health, justice, prosperity, and commerce around the world. You can thrive at Wolters Kluwer, where diversity is core to our collective strength and high performance. Be your unique self, share your creative ideas, do your best work, and take time to grow in our caring and inclusive culture where you can belong. Wolters Kluwer reported 2023 annual revenues of €5.6 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 21,400 people worldwide. Our customers work in industries which impact the lives of millions of people every single day. Our mission is to empower our professional customers with the information, software solutions, and services they need to make critical decisions, achieve successful outcomes, and save time. Our expert solutions combine deep domain knowledge with technology to deliver both content and workflow automation to drive improved outcomes and productivity for our customers. We are committed to helping professionals improve the way they do business and solve complex problems with our range of digital solutions and services, which we continuously evolve to meet their changing needs. Our 188-year legacy and portfolio represent thousands of customers worldwide. For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, and LinkedIn. Wolters Kluwer has a dedicated team of experienced talent acquisition professionals who are ready to hear what makes you tick and share how Wolters Kluwer can help you achieve your goals and ambitions. Here Rasi Fawaz shares some tips on what recruiters are looking for on a resume. As a global organization, we recognize that solving a wide range of complex problems requires diverse perspectives and innovative thinking. We know that bringing our best to our customers, communities, and other key stakeholders requires a highly engaged and talented workforce – one that represents the diversity of those we serve and the communities where we live and work. We aim to provide a welcoming environment and equitable opportunities for all employees regardless of background, nationality, race, ethnicity, gender, gender identity, age, sexual orientation, marital status, disability, or religion. This principle is ingrained in our company values and articulated in our Code of Business Ethics. At Wolters Kluwer, you’ll feel valued for your contributions, and you’ll know that your health, safety, and well-being are important to us. Our well-being benefits provide tools, programs, and resources to help our diverse employees feel healthy, happy, safe, and prosperous. In 2024 we were awarded Ragan’s Top Places to Work for Employee Wellbeing: Large Organization, in recognition of our commitment to maintaining and enhancing the well-being of our colleagues through our ‘Together we thrive’ well-being program. Wolters Kluwer and all 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 any other protected status. GDPR Careers Privacy and Cookies Wolters Kluwer (“we” or “us”) wants to inform you about the ways we process your personal information. In this Privacy & Cookie Notice we explain what personal information we collect, use and disclose. You'll find details related to GDPR and other data privacy policies on our Careers Privacy and Cookies page.
