Wolters Kluwer National Account Executive in Annapolis, Maryland
17-17687 -- National Account Executive
Wolters Kluwer's Governance, Risk & Compliance division is looking for a National Account Executive to join our Compliance Solutions team in Georgia.
Governance, Risk & Compliance (GRC) is a division of Wolters Kluwer that provides a broad spectrum of solutions, services and expertise to legal, finance, risk and compliance professionals and small business owners to help manage myriad governance, risk and compliance challenges in dynamic markets and regulatory environments, globally. GRC Solutions serves more than 350,000 customers in more than 150 countries, including 70% of Fortune 500 companies, 92% of the world's top banks, 90% of the Am Law 100 and more than 300,000 small businesses. The division has a global footprint, with workforce in 28 countries. Our clients include corporate legal departments, insurers, small businesses, financial services companies, brand professionals, underwriters, governments and compliance and risk professionals.
The Compliance Solutions (CS) business unit of Wolters Kluwer consists of businesses that empower professionals in highly regulated industries to make the best decisions in a rapidly changing, global environment by providing the knowledge-rich solutions and services they need to manage risk across their business, improve efficiency and profitability, and support their firm's goals.
As the National Account Executive you will be responsible for driving profitable sales growth in assigned target national accounts within a territory that meets or exceeds sales goals. Customers are among the top 60 national financial institutions (Banks and Licensed Lenders). Account Executive activities include learning and staying informed on the complex and comprehensive Financial Services product line; following a comprehensive sales process; establishing, updating and managing pipeline information for target account list of approximately 15 accounts; driving and servicing client relationships; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
Essential Duties & Responsibilities:
Learns full line of Financial Services products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in product training sessions; completing computer based training modules; studying information provided by product management and marketing in timely manner until mastered; working with actual products to establish and maintain competence in demonstrating and using them; 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.
Learns and executes the sales process for Financial Services products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling products and services (often intangibles) to financial institutions (e.g., interacting with individuals at all levels of the organization from c-level to general managers, consultative sales relationships, understanding the nuances in Wolters Kluwer offerings and competitors); collaborating with sales manager and top performers to continuously improve; collaborating with Inside Sales partners and Account Managers to serve customers; and establishing credibility to properly serve a sophisticated business customer.
Manages assigned account list that supports a healthy sales pipeline by reviewing target list provided (approximately 15 accounts); organizing customers by segment and opportunity (e.g., size, type of institution); researching contact information for decision-makers and influencers; building daily and weekly calling lists; and maintaining information within the Salesforce CRM database in accordance with timing and content standards
Drives new account/customer development to meet monthly and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; participating in professional meetings; meeting with clients to discuss, document and fully understand their problems, needs and goals, and introduce WK Financial Services product lines; configuring optimized solutions to present to clients; effectively articulating the value of Financial Services products and addressing objections; demonstrating product solutions to decisions makers; encouraging and managing trial usage, including assisting clients in their early use to ensure an optimal experience; negotiating pricing, including gaining approval from sales managers arrangements that fall outside approved terms; actively securing the formal order; and following standard protocol for initiating order processing/delivery; updating Salesforce CRM database throughout the client development process in accordance with timing and content standards.
Maintains and grows existing customer business to meet monthly and annual sales goals by contacting or meeting with existing clients, especially C-level contacts, 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 Salesforce CRM database in accordance with timing and content standards.
Contributes to new product development that meets customer needs by identifying gaps where current products do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications; conducting financial analysis, revenue projections, ROI, and go-to-market plans to justify requested enhancements; managing client expectations on the timing, delivery and scope of product enhancements; ensuring efforts by WK are completed on time and in scope based on specifications; and engaging corporate resources (e.g. Implementation Services, Client Services, Development) to ensure client issues and concerns are resolved.
Improves WK Financial Services market share within the territory by identifying departments/business lines in target accounts using competitive products; engaging the client account at the management and executive level to identify business issues; conducting analyses (e.g. audit of sales performance and revenue projections) and applying business knowledge to provide recommendations and assist in issue resolution with new products or extended services of current products; managing trial usage and training to encourage switching/extension decisions; 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; 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 Salesforce, 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; troubleshooting and correcting technical issues when they arise; incorporating knowledge of industry trends/cycles on results; considering and incorporating customer constraints that can slow sales cycles into planning (e.g., providing lunch for clients during product demonstrations in order to secure more high impact meetings quickly); tracking activities and resource utilization in accordance with standards; and assisting National Account Executives as needed consistent with WK standards and values.
Represents Wolters Kluwer by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiative; communicating Wolters Kluwer competitive advantage to customers in a compelling articulate manner in 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.
Education: Bachelor's Degree in business, sales/marketing or related field; OR, if no degree, 5 years field B2B sales experience for non-manufacturing/non-agriculture product/services.
Experience: 5 years of field B2B sales experience, including:
Developing and qualifying prospect lists.
Making in-person presentations to prospective clients to explain the business' products and services and their alignment with the client's needs.
Using online presentation tools.
Consistent achievement of sales quotas.
Troubleshooting and solving technical issues (connectivity, hardware, and software).
Preferred Qualifications: (Includes Minimum)
Experience: 10 years of field B2B sales experience, including:
Working within a multi-division organization with various sales channels.
Selling to financial institutions.
Selling professional services.
Long sales cycles (6 -- 9 months).
Consultative sales approach.
Technical or on-line solutions sales.
Financial technology and core accounting systems.
Additional Skills, Knowledge & Abilities:
Contributes to sales forecasting, including maintaining accurate and complete information in SFDC, estimating sales pipeline probabilities, and compiling information into regular reports as requested.
Collaborates with colleagues to exchange information such as selling strategies and marketing information.
Performs other duties as requested by Supervisor.
Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Tools and process enabling remote connection to internal systems
Sales management software; Salesforce in particular
Work from dedicated home office.
Must have access to high speed internet.
Ability to lift 30 pounds.
Ability to drive for long periods of time.
- Local and national travel 50% to 60% of work time.
ABOUT WOLTERS KLUWER
Wolters Kluwer N.V. (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.
Wolters Kluwer reported 2016 annual revenues of €4.3 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide.
Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY).
For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, LinkedIn, and YouTube.
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.
For any assistance with your application for this job opening, please call the HR Source at (888) 495-4772 or email HRSource@WoltersKluwer.com. TTY is also available at 888 (495) 4771.
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