Sorry, this job is no longer accepting applications. See below for more jobs that match what you’re looking for!

Regional Sales Specialist

Expired Job

Wolters Kluwer Minneapolis , MN 55415

Posted 6 months ago

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!

Basic Function

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.

Required Experience:

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 Experience:

  • Experience selling in the healthcare, education, software or publishing industry

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 Requirements:

  • 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.

INFORMATION

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


upload resume icon
See if you are a match!

See how well your resume matches up to this job - upload your resume now.

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Regional Sales Representative

Lifesize

Posted 2 days ago

VIEW JOBS 1/16/2019 12:00:00 AM 2019-04-16T00:00 About Lifesize At Lifesize, we understand the power of connecting people to make the workplace great. For more than a decade, Lifesize has been at the forefront of video collaboration, delivering high-quality solutions designed to bring people together. We combine a best-in-class, cloud-based video conferencing experience, with award-winning, easy-to-use devices that are designed for any conference room so you can connect to anyone, anywhere. It's a meeting experience like no other. Our video conferencing solutions are designed for the demands of today's modern enterprise, yet fully accessible to businesses of any size. For more information, visit www.lifesize.com or follow the company @LifesizeHD. Description As part of Lifesize's Sales team, you will be responsible for a quota based on sales. You will be calling on Direct Customers, Value Added Resellers Opportunities and assigning leads in a defined geography. You will also be outbound calling to find new business. You will be a support role to a specific geography solely responsible for all activity. Sales will be managing and maintaining a specific set of resellers and their forecasts. You will work with end users and grow opportunities through qualifying questions and demonstrations of the products. Additionally, you will work closely with a Channel Account Manager to help close strategic business with existing customers and partners in highly competitive situations. You will need to grow opportunities, move opportunities through the pipeline, and be an overall product specialist for Value Added Resellers and end users. You will own a specific number of resellers that you manage from the day that they sign up. Sales will be managing and maintaining a specific set of resellers and their forecasts. You will need to manage every opportunity your partners have for Lifesize from beginning until close. You will show all results of forecasts, close-win ratios, new partner trainings, SMB pipeline within SalesForce. Responsibilities: * Own quota based on territory-based activity, ability to forecast, track and manage business * Continual pipeline growth and follow-up. You will need to manage a pipeline and forecast closely and report on it weekly. * Focus relentlessly on qualifying and driving demand generation responses to warm, qualified leads for Lifesize and partners * Drive and manage qualifying through both audio and video calls with end user customers/prospects * Conduct video calls to demonstrate the Lifesize products to qualified end user customers/prospects * Input, update and maintain Salesforce records on each account and opportunity for assigned area(s). * Develop, enable and facilitate partner sales engagements with Direct and In-Direct Partners and Branch locations of same in order to capture mindshare and increase Lifesize sales, in territory. * Develop a working relationship with all Direct, in-Direct, Disty & DMR branch offices, in partnership with Lifesize Disty Channel Development Representative and DMR Channel Sales Representative. * Develop working relationship with strategic partners principal, sales and branch management. * Engage all new Disty & DMR sales offices in partnership with Lifesize Disty Channel Development Representative and DMR Channel Sales Representative. * Attend new partner on-boarding sessions; develop territory sales plan in order to develop a targeted list of initial sales engagements. * Conduct and implement QBR's with all, in territory Direct, In-Direct Channels and Disty & DMR Branch offices (minimum 10 per quarter/rep). * QBR agenda: Lifesize update - company, product, programs; review sales results previous quarter; review lessons learned; develop new quarter targeted prospect list and sales strategy engage and close in quarter. * Represent Lifesize on end user engagements with or on behalf of channel, when appropriate. * In conjunction with existing install base and related partner sales, mine existing customers for additional business. * Manage bookings in SalesForce for accuracy. * Weekly forecast meetings and updates * Knowledge of all Lifesize products and continued training and maintenance of skill-set. * Follow-up on all activities, events and tradeshows if needed * Provide input to demand generation activities. Collaborate with Channel Marketing and Corporate Marketing to maximize the effectiveness of all Lifesize demand generation Qualifications: * Experience working with and selling SaaS * A sound understanding of the sales processes and associated best practices. * Proven ability to forecast and achieve quarterly targets * Excellent communication and listening skills. * Working knowledge of Salesforce/CRM, Excel and other productivity tools as needed. * Prior work experience establishing goals, execution of daily tasks, providing clear direction, and achieving service level standards. * Proven sales track record and the ability to achieve challenging sales objectives. * Prior work experience and knowledge of solution-selling strategies and tactics as well as, business value selling. * Comfortable presenting to various audiences in person or over video including customers, senior management, administrative assistants, and technical employees. * Ability to travel up to 50% * BS/BA degree or equivalent work experience combined with 5+ years of relevant sales experience working with both Enterprise and Small & Midsize Business (SMB) in complex account environments. Lifesize is an Equal Opportunity Employer. Lifesize does not discriminate against any applicant for employment because of age, gender, sexual orientation, race, religion, national origin, ethnicity, veteran status or disability. Lifesize Minneapolis MN

Regional Sales Specialist

Expired Job

Wolters Kluwer