Account & Relationship Management Executive Account & Relationship Management Executive …

Wolters Kluwer
à Mango, FL, États-Unis
CDI, Plein-temps
Soyez parmi les premiers à postuler
Competitive
Wolters Kluwer
à Mango, FL, États-Unis
CDI, Plein-temps
Soyez parmi les premiers à postuler
Competitive
Account & Relationship Management Executive
Account & Relationship Management Executive USA-FL-Tampa-West Boy Scout Blvd/en-US/External/job/USA-FL-Tampa-West-Boy-Scout-Blvd/Account---Relationship-Management-Executive_R0008861/apply

The Lippincott Solutions Account Executive for the U.S. Southeast has primary responsibility for retaining existing customers and driving new sales growth in existing accounts within an assigned territory that meets or exceeds sales goals. The primary requirement for this position is to manage current customers in the Southeast territory for Lippincott Solutions. We need someone with experience selling into the healthcare market, and who is excited by the prospect of travel to meet with existing customers. The territory will cover the Southeastern United States.

Our customers are healthcare institutions (Hospitals and Health Care Systems) within the assigned territory. Account Executive activities include learning and staying informed on the complex and comprehensive Lippincott Solutions product line; establishing, updating and managing sales pipeline information; following a comprehensive sales process to develop new opportunities to expand existing 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:

  • Grows existing customer business to meet weekly, monthly and annual sales goals by promoting products to nurse executives and C-level contacts; contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay informed of their business needs and the value provided by existing Wolters Kluwer solutions; identifying new business units within the client organization for which Wolters Kluwer can provide products and services; seeking introductions to other customer staff; expanding usage or selling modified or upgraded solutions to meet current or future client needs; updating SalesForce CRM database in accordance with timing and content standards.
  • Successfully manage contract renewals process for existing customers by effectively planning for each customer renewal and working closely with customers and internal stakeholders to ensure successful outcomes. As part of this process, the account executive will be expected to conduct annual business reviews with customers leadership stakeholders and explore opportunities to upsell customers existing product subscriptions.
  • 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.
  • 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 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.
  • 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

Job Qualifications:

Education: Minimum: Bachelors Degree in business or related field; OR, if no degree, 5 years B2B field sales experience for non-manufacturing/non-agriculture product/services.

Experience: Minimum Experience: 5 years of field based B2B sales experience, including:

  • Developing and qualifying prospect lists.
  • Making in-person presentations to existing clients to explain the business products and services and their alignment with the clients needs.
  • Using online presentation tools.
  • Consistent achievement of sales quotas.
  • Troubleshooting and solving technical issues (connectivity, hardware, and software).

Preferred Experience (includes minimum): 10 years of field B2B sales experience, including:

  • Working within a multi-division organization with various sales channels.
  • Selling to licensed and regulated professionals -- nursing in particular.
  • Selling to C-Suite contacts with a high level of professionalism.
  • Successfully managing long/complex sales cycles (6 24 months).
  • Consultative sales approach.
  • Technical or on-line solutions sales.
  • Proficient knowledge around sales process and activities.
  • Territory management, opportunity management, call-planning activities.
  • Online clinical knowledge systems and e-learning courseware.

Tools:

  • Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
  • Tools and process enabling remote connection to internal systems
  • Sales management software; SalesForce in particular

Travel Requirements:

Local and national travel of up to 50% of work time.

All Locations: USA-FL-Miami-McFarlane Rd, USA-FL-Tampa-West Boy Scout Blvd, USA-GA-Kennesaw-Chastain Meadows Ct NWPosted TodayFull timeR0008861

Wolters Kluwer (WKL) is a global leader in professional information, software solutions, and services for the health, tax & accounting, finance, risk & compliance, and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with advanced technology and services.

Wolters Kluwer reported 2019 annual revenues of 4.6 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 19,000 people worldwide. The company is headquartered in Alphen aan den Rijn, the Netherlands. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.

For more information about our solutions and organization, visit , follow us on , , and .


EQUAL EMPLOYMENT OPPORTUNITY

Wolters Kluwer 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 any other protected status.

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