Wolters Kluwer Sales Training Manager in Des Moines, Iowa
Location : Remote - US only
The Sales Training Manager (Field Coach) is responsible for developing and enhancing the skills of the sales team to drive revenue and achieve business objectives for the Professional Software suite, in particular our Tax & Audit solutions. The primary goal is to help new hires and existing sales representatives achieve/exceed quota and close business. They accomplish this by engaging with the sales team via 1:1 coaching, group trainings, and live customer meetings with new hires, existing sellers and Leaders. Training, coaching and development is provided to sales teams responsible for selling into the following markets: accounting and firms, professional CPA practitioners, financial institutions, and other professional services organizations. The Sales Training Manager should be well versed in the Accounting Industry and up to date with market trends. This position will interface with VPs, Directors, Managers, and other Learning & Development partners.
Essential Duties and responsibilities
Achieves Specific Sales Goals
Supports sales reps in ability to perform and achieve/exceed sales quotas for the Medium/Large Software Division
Drives performance and behavior based on established Key Performance Indicators
Partners with VP, Divisional Sales Managers and Learning & Development Partners to identify and execute on strategies that close skill and knowledge gaps for new hires, existing team members and front-line managers
Consistently assesses and re-aligns priorities and strategies to ensure decreased ramp time and increased productivity
Demonstrates ability to identify, analyze and provide solutions to problems/issues.
Partners with sales management as required in competitive analysis, business development reviews, product launches, and ongoing sales training
Communicate KPI data to Learning and Development team and Sales Leadership for continuous improvement of onboarding programs and sales representative effectiveness. Recommend areas of opportunity for sales representative improvement, help build training to address gaps.
Coaches & Develops
Scales expertise via 1:1 and small group coaching, along with workshops, on the following for the Professional segment:
Gains knowledge by building relationships and soliciting feedback from key personas on what our solutions do and what they mean for our customers
Coaches sales representatives on identifying customer needs, (Recognize Needs) demo preparation, and evaluating the best solution based on customer requirements.
Effectively communicating the “key” value points of our solutions, why they matter and presenting value / ROI to the customer
Creates strategies to help reps maximize deals
Recommends best practices to reps for how to effectively position our solutions in competitive situations
Attends Sales calls as needed based upon specific prospect needs as well as to provide ongoing feedback and coaching
Leverages best practices in adult learning to ensure transfer of skill and knowledge
Maintains a high level of knowledge regarding all WK/CCH solutions in order to effectively coach & develop
Maintains a strong knowledge of competitive solutions and services, changing marketplace, and client needs.
Demonstrates exceptional time management and organization skills.
Performs other duties as assigned by supervisor
• Bachelor’s degree or equivalent OR, if no degree, 9 years in a sales, pre-sales, or post-sales environment. Master’s preferred.
Requires 7-10 years of relevant experience including:
Minimum of 5-7 years’ experience working in or supporting sales organizations (i.e., a broad-based and business-oriented understanding of sales issues)
Must have strong tax and accounting background , preferably with audit experience
Knowledge of CCH Products and Services
Proven track record of providing direct guidance, coaching & mentoring to organizational stakeholders (e.g., leaders and employees) seeking expert advice. Commercially minded.
Experience in public accounting or working with public accounting firms preferred.
Experience working in a remote/ matrixed environment
Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
Experience working in a CRM (Salesforce.com preferred, and proficiency in reporting preferred)
Other Knowledge, Skills, Abilities or Certifications:
Strong understanding of the business and the tax and accounting industry.
Depth of experience in CCH Audit, Tax and / or Firm Management solutions
Effective written and verbal communication skills, interacting with all levels of employees and management
Self-starter that takes initiative; seeks out and has ability to drive change through persuasion and leadership
Good analytical and critical thinking skills
Knowledge of territory planning and sales skills (software and database sales knowledge is preferred)
Ability to be agile and adapt to a changing environment
Creative and innovative
Ability to work independently and multitask
Demonstrated ability to work effectively in a team environment
Proficient in the use and maintenance of sales information and information databases. Experience with CRM software a plus
Excellent computer and software skills.
Project manages with a highly collaborative style, deadline sensitive high priority programs and deliverables with a team-focused attitude.
20% - ability to travel independently for client and internal meetings.
Normal office environment. May be a remote, home-based position.
The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They re not intended to be an exhaustive list of all duties and responsibilities and requirements.
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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