The TAA Field Sales Representative for Wolters Kluwer Research & Learning has primary responsibility for driving profitable sales growth in assigned accounting firms that meets or exceeds sales goals. CCH Field Sales Representative activities include learning and staying informed on the complex and comprehensive Research & Learning product line; learning and following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities. Specific responsibilities and requirements follow.
•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 one week product training session 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.
•Contribute to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements.
•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.
Bachelor's Degree in business, accounting, marketing, or related field; OR, if no degree, 4 years outside sales experience for non-manufacturing/non-agriculture product/services.
• 2 years of sales experience to non-consumer organizations, including:
• Developing and qualifying prospect lists.
• Consistent achievement of quota and goals.
• Developing and executing business plans and forecasts.
•Translate contacts gained through extensive networking into legitimate business opportunities.
• Make in-person presentations to prospective clients to explain the business' products and services and their alignment with the client's needs.
• Demonstrate proficiency with MS Office Suite (Word, excel, PowerPoint and Outlook) & presentation tools
• Experience with CRM tools i.e. SalesLogix; salesForce.com; etc.
• Consultative sales approach.
• 2 years sales experience in on premise or SAAS software business application and/or content information.
• Consistent Club/Performance Awards.
• Worked within a multi-division organization with various sales channels.
• Worked in or selling products/services to the tax and accounting industry.
• Experience working with tax and/or accounting concepts and terminology.
• Domestic travel to client sites, 60% - 70% of work time, in territory.
• Ability to travel independently and overnight.
Wolters Kluwer (WKL) is a global leader in professional information, software solutions, and services for the health, tax & accounting, finance, risk & compliance, and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with advanced technology and services.
Wolters Kluwer reported 2019 annual revenues of €4.6 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 19,000 people worldwide. The company is headquartered in Alphen aan den Rijn, the Netherlands. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.
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EQUAL EMPLOYMENT OPPORTUNITY
Wolters Kluwer and all of 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.Field Sales Executive