The Account and Relationship Management Executive for Wolters Kluwer Health Medical Research has primary responsibility for meeting or exceeding sales goals and driving profitable growth in accounts within the territory. Focus will be on selling electronic access to journals, books, databases, and other online tools to medical and academic institutions.
The RSM will be calling primarily on medical librarians, as well as CNO's, CIO's, Nurse Educators, faculty, Deans, and clinicians. They will both expand the customer base and grow existing customer business through strong product knowledge, effectively understanding customer needs and adeptly positioning Ovid's content and value proposition with our customers. The Account and Relationship Management Executive will be responsible for managing a territory covering CT, NJ, and Western NY.
Learn Ovid's suite of products
Plan, organize, and implement sales strategy for the territory.
Maintain existing customer base in territory
Prospect and develop new business within territory
Prepare proposals and provide information regarding terms of sales, and delivery dates, based on customer needs
Send accurate weekly forecast updates to Director of Sales
Regular travel within territory and required customer facing activity each month (40%)
Achieve sales objectives set forth for the territory.
Occasional (3-5x per year) participation in regional and/or national trade shows.
Participation in company sales meetings (2x per year)
Maintain and update Salesforce.com with contacts, meetings, proposals, etc.
Work with Inside Sales Representative (support) to ensure timely delivery of renewals and identify up-sell opportunities. Weekly calls with director to discuss forecast and pipeline opportunities and perform other duties as assigned by director.
Responsible for maintenance and growth of $7.5 million territory of medical and academic institutions including Medical and Health Science University programs, Health Systems and Hospitals
Plan, organize and implement sales programs for territory
Establish and maintain relationships with customers
Identify and pursue new business opportunities within the region
Conduct consultative sales calls with new and existing customer contacts
Demonstrate products to stakeholders
Look for strategic partnerships within Wolters Kluwer Health to leverage content portfolio to develop and expand customer penetration across the division
Provide accurate forecasting on a weekly, monthly and quarterly basis to sales management
Represent company at national and regional tradeshows
Track pipeline and forecast in Salesforce.com
5+ years working in Account Management or Sales
Excellent Communication (both oral and written) and presentation skills
Self-starter with an ability to manage own territory
Proven track record selling into the hospital market and graduate education market(preferred)