Account Manager/Field Sales Representative
Location: New York, New York
Description: Wolters Kluwer is employing Account Manager/Field Sales Representative right now, this vacancy will be situated in New York. Further informations about this vacancy opportunity kindly read the description below. Field Sales Rep/Account Manager
Location: New York (mid-town Manhattan and Long Island)
Requisition Number â€" 13-9532
CCH, a Wolters Kluwer ! business is the leading provider of customer-focused tax, accounting and audit information, software and services for professionals (CCHGroup.com) and is part of the world's largest tax and accounting provider, Wolters Kluwer Tax & Accounting.
The digital future has arrived and the tax and accounting professions are changing rapidly.
Professionals today have different needs, expectations and capabilities. In addition to accuracy, they need greater mobility, simplicity and speed. These needs place a premium on access to active intelligence, agile systems and integrated workflow solutions â€" in short "Best in Process" solutions. This is precisely the value that CCH delivers to professionals.
Wolters Kluwer Law & Business is a leading provider of research products and software solutions in key specialty areas for legal and business professionals, as well as casebooks and study aids for law students. Its major product lines include Aspen Publishers, CCH, ! Kluwer Law International and Loislaw. The territory consist of! named accounts in mid-town Manhattan and Long Island.
POSITION PROFILE
Account Manager (AM) for the Wolters Kluwer Legal Markets Group develops and grows revenue from specialty legal content products (e.g., CCH, Aspen Law, Lois Law, Kluwer Law International) that meets or exceeds sales goals. Customers are assigned law firms in mid-town Manhattan and Long Island, New York. AM activities include learning and staying informed on the complex and comprehensive legal markets group product line (over 700 products with 12 core products); establishing, updating and managing target account lists and sales pipeline information; following a comprehensive sales process (customer need diagnosis, and presentations with a 30-45 day sales cycle) to develop and expand existing accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
Specific responsi! bilities and requirements follow.
Essential Duties and Responsibilities
Learns full line of Legal Markets group products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in 6 month product training during off-sales hours; studying information provided by product management and marketing in timely manner until mastered; researching and learning how the products fit into customers' processes and contribute to their business performance; reviewing competitor information to be able to compare and contrast them with WK products; and developing awareness and basic knowledge of other WK products within separate divisions that may contribute to selling success.
Manages target account list that supports a healthy sales pipeline by incorporating assigned customers contained in various WK databases (e.g., customer/order management, marketing l! ists; organizing customers by segment and opportunity (e.g., size, type! of firm, products that may be sold within the AM's sales channel); researching contact information for key decision-makers and influencers; ensuring target list does not infringe on territory boundaries or accounts managed through other channels (e.g., named national or strategic accounts, accounts managed through other WK divisions); and maintaining information within the SalesLogix system in accordance with timing and content standards.
Drives customer development to meet weekly, monthly, and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person/webinar meetings (approximately 8 - 12 per week); meeting with clients to discuss, document and fully understand their problems, needs and goals, and introduce WK products; effectively articulating the value of WK products and addressing objections including assisting clients in their early use to ensure an optimal experience; negot! iating pricing, including gaining approval from sales manager for arrangements that fall outside approved terms; actively securing the formal order; following standard protocol for initiating order processing/delivery; and updating SalesLogix CRM database throughout the client development process in accordance with timing and content standards.
Maintains and grows 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 Wolters Kluwer solutions; identifying new business units within the client organization for which Wolters Kluwer can provide products and services; seeking introductions to other customer staff; expanding usage or selling modified or upgraded solutions to meet current or future client needs; and updating SalesLogix CRM database in accordance with timing and co! ntent standards.
Improves WK market share within the territory by i! dentifying organizations using competitive products; articulating upside to customer for utilizing and/or switching to WK products; managing the transition to WK products to meet expectations and form the foundation for a long-term customer relationship; and staying connected with existing clients to ensure competitors are unlikely to move customers to their products.
Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity in proper ratios (e.g., cold calls to in-person meetings); grouping activities logically (e.g., in-person meeting in the same locale on the same or consecutive days); conducting non-selling activities (expense reports, order processing, updating SalesLogix/SalesForce.com, e-mail) outside prime selling time (i.e., before/after standard business hours, weekends); staying organized and ensuring laptop, wireless connectivity and other infrastructure elements of the sales process are ! operating properly at all times; incorporating knowledge of industry trends/cycles on results; and considering and incorporating customer constraints that can slow sales cycles into planning.
Represents Wolters Kluwer within the industry and territory by developing and maintaining comprehensive knowledge of Wolters Kluwer products and industry trends through various sources and initiative; participating in organizations and clubs, attending and working at trade shows and conferences; preparing grammatically correct and articulate written communication (for example, e-mail correspondence and proposals); developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.
Other Details
Contributes to sales forecasting, including maintaining accurate and complete information in Sales Logix/SalesForce.com, estimating sales pipeline probabilities, and compiling info! rmation into regular reports as requested. Collaborates with colleagues! to exchange information such as selling strategies and marketing information. Works with other AM's and Regional Sales Manager to address territory/account conflicts in a professional manner. Manages time and company resources appropriately and documents both according to standards. Performs other duties as requested by Supervisor
Non-Compete: Must be able to sell into all clients within the territory without restrictions or challenges from enforceable non-compete agreements held by the employee and prior employers within 30 days of employment.
Qualifications:
Minimum Qualifications
Bachelor's Degree in business or related field; OR, if no degree, 5 years B2B sales experience for non-manufacturing/non-agriculture product/services
Position requires 3-5 years of B2B sales experience, including:
- Managing, maintain and grow exist client relationship accounts
- Making in-person presentations to prosp! ective clients to explain the business' products and services and their alignment with the client's needs
- Consistent achievement of growth goal
- Selling a complex product/service requiring in-depth knowledge of the client's business and the products functionality
- Developing accurate sales forecasts
- Selling to legal professionals (including attorneys and legal administrator and law libraries)
- Working tradeshow and conference events
- Earning majority of total compensation in commissions
- Demonstrated ability to learn a complex product line quickly through self-initiative and discipline
- Regular attainment of President's Club status
- Experience with a CRM tool (Saleslogix or Salesforce)
ABOUT WOLTES KLUWER
Wolters Kluwer has 2011 annual revenues of €3.4 billion ($4.5 billion/£2.8 billion), employs approximately 19,000 people worldwide, and maintains operations in over 40 countries across Europe, North America, Asia Pacific, and Latin America. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. Its shares are quoted on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.
Visit our website, YouTube or follow @Wolters_Kluwer on Twitter for more information about our customers, market positions, brands, and organization.
Wolters Kluwer offers a competitive compensation and benefit package including 4-weeks of paid time off (1st year), 12 paid holi! days, and a generous profit sharing program.
We are an equal opportunity employer and committed to a diverse workforce.
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If you were eligible to this vacancy, please deliver us your resume, with salary requirements and a resume to Wolters Kluwer.
Interested on this vacancy, just click on the Apply button, you will be redirected to the official website
This vacancy will be opened on: Thu, 13 Jun 2013 20:04:57 GMT
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