Wolters Kluwer Account Executive - Lippincott Solutions in Waltham, Massachusetts
Title: Account Executive- Hunter
Location: Remote- Eastern Region close to major airport
The Lippincott Solutions Account Executive for U.S. East is has primary responsibility for driving profitable new sales growth in new accounts within an assigned territory that meets or exceeds sales goals. The primary requirement for this position is to find a hunter that can prospect the Eastern territory to acquire new accounts for Lippincott Solutions. We need someone with nursing leadership contacts in U.S. hospitals and healthcare systems, has experience with the healthcare market, and who is excited by the prospect of extensive travel to prospect for and sign new accounts. The territory will cover the eastern half of the United States.
Customers are healthcare institutions (Hospitals and Health Care Systems) within an assigned territory. Account Executive activities include learning and staying informed on the complex and comprehensive Lippincott Solutions product line; establishing, updating and managing target account lists and sales pipeline information; following a comprehensive sales process to develop new accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
Essential Duties and responsibilities
Drives new account/customer acquisition to meet weekly, monthly, and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; meeting with prospects to discuss, document and fully understand their problems, needs and goals, and introduce point of care and professional development product lines; configuring optimized solutions to present to prospects; effectively articulating the value of Lippincott Solutions 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 director for 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.
Creates and manages a target prospect account list that supports a healthy sales pipeline by incorporating assigned customers/prospects contained in various WK databases (e.g., customer/order management, marketing lists; adding prospective customers within the geographic territory identified through research, business activities and referrals; researching contact information for key decision-makers and influencers; and maintaining information within the SalesForce system in accordance with timing and content standards; develop and maintain a territory plan that identifies how sales goals will be achieved; develop opportunity plans (Miller Heiman Blue Sheets) on an ongoing basis; provides accurate forecasts on a weekly basis
Learns full line of Lippincott Solutions products including value proposition, features, 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.
Represents the "voice of the customer" to marketing and product teams by capturing regularly occurring or leading-edge customer requests that are garnered through the sales process; consolidating requests and sharing information with Product and Marketing staff to contribute to product and marketing strategy and execution; prospecting editorial opportunities for new products.; working with Marketing to design, launch and manage sales events, contests and other special promotions; tracking prospect list quality; and securing and disseminating accurate competitive product information to sales reps so they can respond appropriately to questions and emphasize Wolters Kluwer product benefits.
- Improves Lippincott Solutions market share within the territory by identifying organizations using competitive products; articulating upside to customer for switching to WK products; managing trial usage and training to encourage switching decisions; managing the transition to WK products meet expectations and forms 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 in proper ratios (e.g., cold calls to in-person meetings); 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; 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); and tracking activities and resource utilization in accordance with standards.
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.
Contributes to sales forecasting, including maintaining accurate and complete information in SalesForce, estimating sales pipeline probabilities, and compiling information into regular reports as requested.
Collaborates with colleagues to exchange information such as selling strategies and marketing
Qualifications & Experience
Education: Minimum: Bachelor's Degree in business or related field; OR, if no degree, 5 years field B2B sales experience for non-manufacturing/non-agriculture product/services.
Minimum Experience: Minimum Experience: 5 years of field based B2B sales experience, including:
o Developing and qualifying prospect lists.
o Making in-person presentations to existing clients to explain the business' products and services and their alignment with the client's needs.
o Using online presentation tools.
o Consistent achievement of sales quotas.
o Troubleshooting and solving technical issues (connectivity, hardware, and software).
- Preferred Experience (includes minimum): 10 years of field B2B sales experience, including:
o Working within a multi-division organization with various sales channels.
o Selling to licensed and regulated professionals -- nursing in particular.
o Selling to C-Suite contacts with a high level of professionalism
o Successfully managing long/complex sales cycles (6 -- 24 months).
o Consultative sales approach.
o Technical or on-line solutions sales.
- Other Knowledge, Skills, Abilities or Certifications:
o Proficient knowledge around sales process and activities
o Territory management, opportunity management, call-planning activities
o English language
- Preferred Knowledge (includes minimum):
o Online clinical knowledge systems and e-learning courseware
o Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
o Tools and process enabling remote connection to internal systems
o Sales management software; SalesForce in particular
- Skills & Abilities
o Speaking -- Talking to others to convey information effectively
o Persuasion -- Persuading others to change their minds or behavior.
o Active Listening -- Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
o Time Management -- Managing one's own time and the time of others.
o Negotiation -- Bringing others together and trying to reconcile differences.
o Service Orientation -- Actively looking for ways to help people.
o Social Perceptiveness -- Being aware of others' reactions and understanding why they react as they do.
o Reading Comprehension -- Understanding written sentences and paragraphs in work related documents.
o Critical Thinking -- Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
o Active Learning -- Understanding the implications of new information for both current and future problem-solving and decision-making.
Travel requirements: Local and national travel of 50% of work time
o Physical Demand
o Work from dedicated home office. Local and national travel 50% of work time to customer/prospect offices and/or national conferences
o 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.
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.
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