Wolters Kluwer Minneapolis , MN 55415
The Professional & Education business group, under the Lippincott Williams & Wilkins (www.LWW.com) brand, publishes critical information, including many of the world's leading textbooks, reference tools and related products published for medical, nursing and other health professionals and students. LWW provides essential information for healthcare professionals in print and electronic formats, including textbooks, journals, CD-ROM, and via Intranets and the Internet.
WHY YOU WANT THIS ROLE
The Regional Sales Specialist for the Professional and Education (P&E) Unit within Wolters Kluwer Health is a challenging and fulfilling role. Successful Sales Specialists are driven to continuously learn and help higher educational institutions change to more effective learning models. The Regional Sales Specialist at Wolters Kluwer-Health Learning, Research & Practice plays a pivotal role.
Regional Sales Specialists have a territory of accounts, and work for an organization that strives to build effective performance conditions. They also have a Sales Manager who is, first and foremost, a coach to help support career growth and learn emerging best practices in sales and marketing. Regional Sales Specialists play a leading role in moving Wolters Kluwer Health to the forefront of nursing education, particularly in the digital solution space, and they have uncapped earning potential along the way!
The Regional Sales Specialist sells full-curriculum solutions to higher education institutions gaining market share by bringing on new accounts and increasing market share at existing accounts in the assigned territory. The Regional Sales Specialist is responsible for meeting or exceeding an annual sales quota, and the compensation potential is uncapped.
This position will work from a home office, but candidates must be based in the Minneapolis/St. Paul Metro area. The territory includes Minnesota, Eastern North Dakota, Eastern South Dakota and Western Wisconsin.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Maximize revenue by selling into new and existing accounts
Conduct 12 to 15 relevant sales calls per day on campus
Meet or exceed assigned sales quotas
Continually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approaches
Develop solid, strategic relationships with key decision makers at targeted accounts
Lead discovery sessions with effective questioning and active listening techniques to identify customers' key needs and pain points at the account level (i.e., deans, directors, and c-suite executives) and at the course level (i.e., faculty members)
Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position HLRP full-curriculum solution as an instrumental part of that vision
Conduct compelling digital product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools)
Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential; gather and analyze data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future sales
Use sales tools and follow the established sale process that aligns with the customer buying process
Maintain accurate and complete records in the CRM (SalesForce) system and prepare and submit accurate and timely forecasts
Partner closely with internal stakeholders in Inside Sales, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention
Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain appropriate approvals, and provide information to customers regarding terms of sales
Work collaboratively with Marketing and Publishing teams and represent the "voice of the customer"
Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget
Participate in and present at regional and national trade shows, conferences, and sales meetings
Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork
Be teachable by participating in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Sales Manager/Coach
Other Duties: Performs other duties as assigned by the manager.
Education: A bachelor's degree or equivalent experience is required.
A minimum of 3 years of on-quota performance including:
Demonstrated success selling complex digital solutions to large institutions
History of consistent over-quota achievement in a highly competitive market
Evidence of self-development in sales, marketing, and solutions
Negotiating with individual buyers (e.g., faculty, line managers) and institutional decision makers (e.g., deans, directors, and c-suite executives)
Networking with key decision makers
Developing and qualifying prospect lists
Forecasting and reporting on sales activity using a CRM tool
Collaborating with multiple internal stakeholders
Conducting product demonstrations live and via online meeting tools
Commitment to sales coaching programs
Preferred Knowledge, Skills, Abilities or Certifications:
Excellent consultative sales skills with a proven track record of success
Relentless work ethic and a desire to learn new skills, develop additional expertise, and shape the future of P&E's full-curriculum solutions
Ability to work in a rapidly changing environment
Ability to work independently in a home office environment and as part of a team
Excellent technical skills including proficiency utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
Excellent written and verbal communication skills
Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools
Strong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solution
Strong organizational, time management, and multi-tasking skills
Strong analytical and problem-solving skills
Travel is required up to 50% of work time.
Must be able to travel independently by air and by car.
Must possess a valid and unrestricted driver's license.
Must have the ability to obtain a passport.
Overnight travel is required to visit customers and attend regional and national sales meetings.
Physical Demands: Must be able to work independently from a dedicated home office.
ABOUT WOLTERS KLUWER
Wolters Kluwer N.V. (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.
Wolters Kluwer reported 2017 annual revenues of 4.4 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY). For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, LinkedIn, and YouTube.
EQUAL EMPLOYMENT OPPORTUNITY (EEO)
Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions, 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.
For any assistance with your application for this job opening, please call the HR Source at (888) 495-4772 or email HRSource@WoltersKluwer.com. TTY is