The Senior Field Sales Manager works with Healthcare Providers, Payers, Consultants, Insurance Companies, Corporations and State/Local Government Agencies to sell and maintain Wolters Kluwer Healthcare Regulatory & Coding Solutions.
This position will work from a remote office and can be based anywhere in the U.S. (Will be Working within Pacific Standard and Mountain Standard Time Zones).
Essential Duties & Responsibilities
Consultative/Challenger selling - Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for company; prepares for client calls and supports the efforts of the team during client meetings; utilizes other resources of the company to nurture relationships with client influencers and decision makers
Account Planning – Works with Manager in planning sales strategy; aligns tactical account plans with overall corporate strategy; actively develops/oversees and manages business plans to meet sales goals/quotas; works within robust, comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately and communicating sales progress; actively manages account business plans through scheduled reviews and updates with Manager.
Pipeline management - Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline to meet quarterly and annual targets
Strategic sales planning & implementation – Actively works within strategic sales plans that reflect company's business strategy, to advance market share/penetration, and achieve profitable growth
Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions
Change management - Ability to work through an environment of rapid change and effectively execute on sales and retention goals
Key Decision Influencer/Key Decision Maker partnering - Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key stakeholders and business executives in support of other established relationships with the client
Industry and client knowledge - Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map the company capabilities that align to client business objectives and initiatives
Other duties as assigned by Manager
Qualifications
Education: Bachelor's degree and minimum of 5 years Business to Business Sales Experience; Healthcare or Compliance-driven Industry Experience preferred or equivalent experience.
CORE COMPETENCY REQUIREMENTS:
In addition to core selling skills:
Enthusiasm and eagerness to learn
Strong working knowledge of Microsoft Office Suite, Office 365, SFDC
Exemplary verbal, written, and presentation skills
Consulting mentality—extracting insights from very complex and/or limited information to make a recommendation to stakeholders
Results-oriented; able to take concepts and ideas through from implementation to action
Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work
Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Innovative mindset; willingness to try creative and different ways of accomplishing work
Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations
Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support
Travel: Frequent travel required to our various locations and work in the field with customers, :approximately 20% -25%.
Compensation:
Target salary range CA, CT, CO, Hi, NY, WA: $74,550-$103,200
This role is eligible for Commission.
Additional Information :
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
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