Director Inside Sales

Wolters Kluwer Waltham , MA 02154

Posted 2 months ago

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

CE's mission is to improve care worldwide. To achieve this vision, CE has strived to deeply understand the challenges facing clinicians and provider organizations as they evolve their workflow to cope with changing regulatory payment pressures while striving to deliver high quality and effective care.

The Director Inside Sales will have responsibility for a defined region with a specified number of Inside Sales Representatives (ISR) covering the western US states. This role will oversee the assigned team of ISRs and will be responsible for partnering with their peer Field Sales Director to develop the overall strategic plan for the assigned region, ensuring the successful execution of set goals including meeting new business and renewal revenue targets. This role will require demonstrated leadership influencing c-suite customers within primarily hospitals, clinics, academic institutions.

Essential Duties and responsibilities

Territory Strategy Development

  • Coordinate with Field Sales Director to develop and refine overall district / territory sales strategy and objectives

  • Evaluate sales pipeline and develop overall territory / district forecasts

  • Determine field force effort allocation and plans of action

Territory Strategy Execution

  • Manage Inside Sales team to execute overarching territory sales strategy and objectives

  • Coordinate with Field Sales Director to manage overarching sales pipeline and territory / district performance

Direct and Coach Field Personnel

  • Measure, motivate and reward Inside Sales team members

  • Provide strategic coaching on general sales strategy, call planning, time utilization, and the sales process

  • Provide strategic coaching on product offerings and value propositions

  • Provide tactical coaching on value based selling and customer interaction skills

  • Facilitate organizational support and conflict resolution

Hire and Develop Team

  • Select and hire Inside Sales team resources

  • Develop and groom for future succession

Customer Development

  • Advise Sales Representatives in interactions with key decision makers in Inside Sales led accounts, as needed

  • Build industry and association relationships

Administration and Field Intelligence

  • Provide feedback and field intelligence to the organization

  • Complete administrative tasks, reports and analyses

Other Duties

  • Performs other duties as assigned by supervisor.

Job Qualifications

Education: BS/BA Degree or equivalent


  • 10+ years of sales experience, including experience in sales management

  • Demonstrated ability for talent identification, team management, coaching, and conflict resolution

  • Experience with and ability to communicate Inside Sales account management best practices

  • Aptitude for navigating and guiding team through sales process in a matrixed organization

  • Ability to construct, present and execute territory-level sales strategy plan

  • Proven track record of success in building relationships, and influencing c-suite level customers through email, outbound calling and MS Teams/Zoom

  • Ability to communicate value of sophisticated and complex products/technologies

  • Other Knowledge, Skills, Abilities or Certifications:

  • Personal and consultative approach

  • Very strong interpersonal and organizational skills

  • Expertise in Microsoft product suite and SalesForce preferred

Travel requirements

Ability to travel as needed up to 25%

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Director Inside Sales

Wolters Kluwer