Note: The job is a remote job and is open to candidates in USA. Wolters Kluwer is a leader in providing tax and accounting solutions, and they are seeking a Field Sales Executive to drive profitable sales growth within an assigned account base of CPA firms. The role involves managing customer relationships, promoting new account development, and contributing to product development while meeting sales quotas.
Responsibilities
- Learn full line of Tax & Accounting products including; features, benefits, pricing, intended use, value proposition and competitive position to serve clients by attending and engaging in training program for new hires; complete all self-study reading, exercises, and activities in the prescribed timeline
- Learn and implement the sales process for Tax & Accounting products and services by staying informed of the prescribed sales process and meets sales quotas
- Manage assigned account list that supports a healthy sales pipeline by reviewing target list provided; organize customers by segment and opportunity (e.g., size, type of firm); research contact information for decision-makers and influencers; build daily and weekly calling lists, making corresponding calls; and maintain information within Salesforce CRM following timing and content standards
- Promote new account/customer development to meet ongoing sales goals and conduct prospecting/introductory calls to establish full calendar of in-person/virtual meetings; participate in industry meetings, trade shows and sales meetings; and conduct group presentations to create interest in products and services
- Grow existing customer business to meet ongoing sales goals by contacting or meeting with clients to stay informed of their needs, and convey the value provided by existing WK solutions
- Contribute to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; work with Product Managers to translate unmet client requirements into functional specifications; manage client expectations on the timing, delivery and scope of product enhancements
- Improve TAA market share within the territory by identifying opportunities in target accounts using competitive products and engaging our client accounts at the management and executive level to identify business issues
- Manage time and resources to accomplish sales goals by planning for and scheduling all required sales activity and grouping activities logically (e.g., in-person meetings in the same locale on the same or consecutive days)
- Collaborate with colleagues to exchange information such as selling strategies and marketing information
- Work with other sales personnel and Division Sales Manager to address account/channel conflicts
- Develop an Annual Business Plan based on accurate pipeline predictions, mid-year business update, weekly reports and quarterly forecasts. Participate in weekly communication with Divisional Sales Manager
Skills
- Bachelor's degree in Business, Accounting, Marketing, or related field; OR, if no degree, 6+ years of software/SaaS field sales experience
- 5 or more years of B2B sales experience
- Sales experience with on-premise/cloud software, SaaS business application or content information
- Developing and qualifying prospect lists
- Track record meeting/exceeding quotas and sales goals
- Developing and implementing business plans and forecasts
- Converting contacts gained through networking into legitimate business opportunities
- Making in-person presentations to prospective clients to explain products and services and their correlation with our client's needs
- Proficiency with CRM tools (i.e. Salesforce.com; SalesLogix)
- Demonstrated proficiency with a consultative sales approach
- Work with a minimum amount of oversight
- Work within a matrixed organization with multiple sales channels
- Work flexible schedule
- Excellent facilitation skills--work toward collaboration but not necessarily agreement
- Prior President's/Club Achiever and multiple sales performance awards
- Formalized sales training (e.g. Challenger Sales, Miller Heiman)
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