Additional Job Description

*You may be based from a remote home office location anywhere in the Eastern or Central U.S. time zones*

Wolters Kluwer Tax & Accounting North America is looking for a Sr. Field Sales Manager to join our Research & Learning team in a remote home office in the South & Northeast!

Research and Learning, US (CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, one of the world's leading providers of tax, accounting and audit information, solutions and services to accounting firms, corporate tax and auditing departments, federal and state government agencies, universities and libraries.  Today, the tax and accounting profession is changing and the regulatory landscape is becoming increasingly complex, making it harder to ensure accuracy and effectiveness for clients. As the pace of that change accelerates, Wolters Kluwer continues to be at the forefront of advancement to ensure that tax and accounting professionals have real-time access to answers to complex questions about tax legislation, case law, tax rates and tax rules.

Our key solutions include the CCH® AnswerConnect research platform  that helps streamline workflows, improve accuracy and efficiency, and give users unprecedented access to world-class content; CCH® Account Research Manager®, which provides tax and accounting professionals with all essential guidance they need to stay in compliance with GAAP, GAAS, and SEC rules and regulations; as well as CCH® CPELink, a convenient online self-study resource for tax and accounting professionals to complete their continuing professional education (CPE) requirements.

As a Sr. Field Sales Manager for Wolters Kluwer Research & Learning, you will have primary responsibility for driving profitable sales growth in assigned accounting firms and corporations within a geographic territory that meets or exceeds sales goals. You will report to the Divisional Sales Manager, Research & Learning – Tax & Accounting North America. Specific responsibilities and requirements are as follows:

You Will:

Learn full line of Research & Learning products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard product training sessions for new hires; completing all self-study reading, exercises, and activities in the prescribed timelineLearn and execute the sales process for Tax & Accounting products and services by staying fully informed of the prescribed sales processManage assigned account list that supports a healthy sales pipeline by reviewing target list provided; organizing customers by segment and opportunity (e.g., size, type of firm); researching contact information for decision-makers and influencers; building daily and weekly calling lists and making corresponding calls; and maintaining information within the Salesforce.com CRM database in accordance with timing and content standardsDrive new account/customer development to meet weekly, monthly, and annual sales goals planning and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; participating in industry meetings, trade shows and sales meetings; conducting group presentations to generate interest in products and servicesMaintain and grow 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 WK solutionsContribute to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications; managing client expectations on the timing, delivery and scope of product enhancementsImprove TAA market share within the territory by identifying departments/business lines in target accounts using competitive products and engaging the client account at the management and executive level to identify business issuesManage 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)Collaborate with colleagues to exchange information such as selling strategies and marketing informationWork with other sales personnel and Division Sales Manager to address account/channel conflicts in a professional mannerDevelop an Annual Business Plan based on accurate pipeline predictions, Mid-Year business update, weekly reports and quarterly forecastsEngage in weekly communication with manager

You Have:

Education:

Bachelor's Degree or equivalent relevant experience

Minimum Experience:

3+ years’ B2B sales experience, including formal sales education/training and/or internal WK sales experience including demonstrated experience with the following:

Developing and qualifying prospect listsConsistent achievement of quota and goalsDeveloping and executing business plans and forecastsTranslating contacts gained through extensive networking into legitimate business opportunitiesMaking in-person presentations to prospective clients to explain the business' products and services and their alignment with client needsProficiency with MS Office Suite (Word, Excel, PowerPoint, Outlook & Teams)Proficiency with Salesforce.com or other comparable CRM application

Preferred Experience:

Prior track record of success in an inside sales or virtual sales role5+ years B2B sales/account management experience with on premise software or SaaS business application and/or information servicesConsultative sales approachConsistent President’s/Chairman’s Club qualifier and achiever of other various sales performance awardsPrior experience working within a multi-divisional organization with various sales channelsPrior Tax & Accounting industry sales experienceWorking knowledge of Tax and/or Accounting concepts and terminology

Other Knowledge, Skills or Abilities:

Experience working independently with a minimum amount of oversightFormalized sales training (e.g. Challenger Sales)Advanced written and verbal professional communication skillsDetail-oriented and ability to handle multiple top prioritiesAbility to function in a fast-paced collaborative, matrixed organizationStrong work ethic and passion for excellenceAbility to work flexible schedule and overtimeExcellent facilitation skills and ability to influence--drives for collaboration but not necessarily consensus

Travel Requirements:

Up to 10% of work time in territory for client visits and team meetings. Minimal overnight travel (1-2X per quarter)

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