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Wolters Kluwer Senior Inside Sales Representative in Des Moines, Iowa

An inside account management role that is responsible for growing a defined book of existing corporate accounts through retention of existing revenue and upsell/cross-sell efforts relating to legal and compliance research software and workflow tools. This account manager will work to develop relationships, identify opportunity, increase user acceptance, and oversee overall customer experience for approximately 250 accounts, with the assistance of product specialists, marketing efforts, and a customer care team.

Location: Riverwoods, IL or Remote-US

Overview

The Senior Inside Account Manager for Wolters Kluwer (WK) Legal & Regulatory, US (LRUS) is responsible for developing and executing sales strategy for a book of business composed of existing corporate accounts. This includes developing a relationship with each customer and engaging in continuous discovery to identify needs, demonstrating new products, encouraging existing product usage and acceptance, analyzing risk, and executing on sales opportunities.

In order to maximize customer satisfaction and drive profitable sales growth within the book of business, the Senior Inside Sales Representative partakes in the following:

• Retains and grows book of business revenue year over year

• Continuously seeks sales opportunities within assigned accounts

• Develops strategic plans utilizing contact database and research tools, individual account planning, and deep discovery to support the achievement of sales goals

• Maintains a regular cadence of touchpoints with customers to ensure product usage and prevent customer churn

• Executes all aspects of the sales process to meet revenue targets

• Learns and maintains a deep understanding of LRUS corporate-facing products, the issues that corporate legal and compliance departments face, and the industry as a whole, with the assistance of continuous learning and education programs and team collaboration

• Leverages industry, product, and customer knowledge to deeper penetrate existing corporate customer base

• Keeps an eye towards market trends and customer feedback to assist in product development

• Actively uses CRM systems to manage sales opportunities forecasting

• Manages time and resources effectively to accomplish sales goals

• Maintains performance standards while working remotely

• Actively uses CRM systems to manage sales opportunities and reporting

• Performs other duties as assigned by manager

Education:

Minimum: Bachelor’s Degree in Business, Marketing/Sales, or related discipline; OR, if no degree, 3 years of Inside sales experience.

Qualifications:

Minimum: 3 years of Inside sales experience with national accounts, including:

  • Proven experience exceeding sales and revenue targets

  • Prospecting

  • Retaining existing business and encouraging product acceptance

  • Extensive discovery with key stakeholders (including C-level executives)

  • Complex contract negotiation

  • Demonstrating products for new business or retention purposes

  • Forecasting

  • Achieving touch and booked meeting metrics

  • Managing entire sales cycle

  • Overseeing customer experience and problem resolution

  • Networking and requesting references

  • Consultative value-selling

  • Experience utilizing CRM software to manage sales opportunities

  • Excellent interpersonal skills

  • Team sales and collaboration

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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