Senior Field Sales Manager

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.