Wolters Kluwer Inside Sales Rep in Baltimore, Maryland
To reduce the variability that stands in the way of effective care, Wolters Kluwer Health solutions deliver clarity when and where it matters most. Our trusted medical evidence and technology solutions engage clinicians, patients, students, researchers, and the next generation of healthcare providers to drive more effective decisions and consistent outcomes across the continuum of care. Our proven solutions include learning and research, advanced clinical decision support, patient engagement, surveillance solutions and more. Learn more at www.wolterskluwer.com/health.
OVERVIEW OF THE ROLE
The Inside Sales Representative (ISR) has an important role in growing our Lippincott Solutions business. The ISR has multiple responsibilities, which are to manage the renewal pricing and proposal process for our customer base, provide RFP support to the team, work closely with our sales and CSM teams to provide support on pricing requests and process orders, and to qualify/nurture inbound leads that come in through various channels. The ISR will engage, qualify and nurture leads to make them ready for transition to our outside account executives, and will be responsible for generating a defined number of qualified sales opportunities per month.
The role will also be responsible for driving profitable new sales growth in accounts, securing contract renewals, and upselling new products to existing customers within an assigned territory that meets or exceeds sales goals. Customers are healthcare institutions (Hospitals and Health Care Systems) within a defined size range in an assigned territory.
This position reports to our Baltimore MD office.
Essential Duties & Responsibilities
Learns full line of Lippincott Solutions products including value proposition, benefits, pricing, intended use, and competitive position in order to effectively serve clients by attending and engaging fully in product training sessions; 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.
Provides pricing and renewal proposal support by managing the process to submit contract renewal price requests to the pricing team. As part of the process, the ISR will also include relevant upsell products as part of the proposal for customer consideration. Additionally, the ISR will incorporate usage data and other important information to create a compelling renewal proposal for the customer.
Manages database of customer contracts and supports customer order process by taking customer contracts and completing/submitting the forms to enterprise support for order processing and scheduling the multi-year contract details within Salesforce.
Generates qualified sales opportunities for our experienced outside Account Executives by responding to the inbound leads generated by our outside lead generation services, conferences, and prospects that contact us through the web, e-mail, or inbound calls. The ISR will qualify leads, create a positive first impression for our prospects, and will create interest with prospects until the time a lead is ready for hand-off to the account executive. The ISR will help generate pipeline opportunities and build a strong funnel for sales, and will schedule appointments for prospects to speak with Account Executives after they have been fully qualified.
Performs other duties as assigned by the Manager of Client Services.
Education: Bachelor's Degree preferred, or equivalent years of experience required.
1 - 3 years of sales experience or equivalent; inside sales or account management experience
MS Office; intermediate level experience with Word, Excel and Outlook
Experience with Salesforce.com or other CRM preferred
Effective communication skills, analytical skills, and negotiation skills
Excellent interpersonal skills a must
Strong organizational skills
Ability to multi-task
- 5 -- 10%, minimal travel required
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 2017 annual revenues of €4.4 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.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled