Wolters Kluwer Account & Relationship Management Executive - (Account/Relationship Management Specialist) in Des Moines, Iowa
Reports To : Director of Sales, (South Central Region)
Education: Bachelor's Degree in business or related field; OR, if no degree, 5 years sales experience preferably in Healthcare or IT related industry.
Position requires 3 years of sales experience
Preferred 5 plus years B2B business development experience within information services, including:
Selling to healthcare professionals and IT professionals
Selling a complex product/service requiring in-depth knowledge of the client's business and the products functionality
Developing accurate sales forecasts
Demonstrated ability to learn a complex product line quickly through self-initiative and discipline.
Other Knowledge, Skills, Abilities or Certifications :
Developing and qualifying prospect lists
Making in-person presentations and web conference presentations to prospective clients to explain the business' products and services and their alignment with the client's needs
Track record of success in building relationships and presenting to high level decision makers in a contract sale environment
Consistent achievement of sales quotas
Regular attainment of President's Club status
Experience with a CRM tool (e.g. NetSuite or Salesforce)
Travel Requirements : Position requires Valid US driver’s license and ability to manage overnight travel up to 30% in territory
Essential Duties & Responsibilities:
Learns and maintains a deep understanding of CE solutions, customers, and the industry as a whole by maintaining a high-level mastery of all processes, systems and applications utilized within the department. mastering product, marketing, technical, and executive information provided in a timely manner (e.g., features, benefits, pricing, intended use, value proposition) for a wide breadth of products; learning how products and solutions fit into client processes and contribute to their business performance; establishing competence in demonstrating product use; assessing product/service strengths and weaknesses relative to the competition; understanding business opportunities, including competitive positioning; identifying, developing, and maintaining relationships with experts and leaders in the field; obtaining and mastering strategic information critical to the market (e.g., interests, priorities, technology trends, financial requirements); and collaborating with sales management and top performers to continuously improve.
Continuously seeks sales opportunities to support a healthy sales pipeline by reviewing and evolving a list of prospects (e.g., by geographical territory, by client segment); researching contact information for decision-makers and influencers; building daily and weekly call lists to support a healthy pipeline; conducting introductory calls with sufficient volume to establish a full calendar; engaging potential clients at the management and executive level to identify business opportunities; seeking introductions to additional staff (e.g., power users, managers/decision makers, IT, operations); networking and establishing relationships with key accounts and associations to identify additional leads; and managing and reporting all pipeline and forecast activity through the CRM database in accordance with timing and content standards.
Complies with and executes the sales process to meet revenue targets and sales quotas by meeting with potential clients face-to-face or virtually; discussing, documenting and fully understanding client business needs and goals (e.g., workflow analysis); matching clients' needs with CE product and service offerings to create opportunities and generate revenue; conducting presentations and demonstrations; negotiating pricing and contract details; finalizing contracts and sales; and updating the CRM database throughout the client development process.
Maximizes revenue for CE products and solutions within the territory or client segment by designing and implementing a strategic direction for top accounts; working with all internal teams to improve the customer experience company-wide; regularly contacting and meeting with prospects to defend revenue and maintain or improve satisfaction (e.g., remaining informed of their business needs, reinforcing the value provided); expanding usage or selling modified or upgraded solutions to meet current or future client needs; negotiating price and amending the contract to include additional features, products, or solutions; and identifying and engaging new business units within the client organization for which CE can provide products and solutions within a specified period;
Represents Wolters Kluwer within the industry by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiatives; communicating in a professional, compelling, and articulate manner of speech, writing and formal presentation; behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.
EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation 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 protected veteran status.
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