Associate Director, Field Sales - CP&ESG TeamMate - Wolters Kluwer
Boston, MA
About the Job
Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right.
Who We Are: Wolters Kluwer: The world is a big place, find your place here. (https://youtu.be/OZ2kSzAaXK4?si=sDgZ7DZUbMnBddMq)
TeamMate+: Take A Fresh Look at TeamMate+ (youtube.com) (https://www.youtube.com/watch?v=8zkHetqoyrM)
TeamMate+ Software: TeamMate+ Audit Management | Wolters Kluwer
What We Offer:
The Field Sales Associate Director role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule, and amazing benefits.
What You'll be Doing:
As the Field Sales Associate Director, you will lead, oversee, and support a team of field sales representatives. You will primarily be responsible for accelerating growth of software & services ales results for your team. As a key leader, you will monitor sales metrics and manage the entire sales administration process, including developing sales acumen, processes, and discipline that will enable exponential sales growth. You will also collaborate with various professionals and leaders/departments in the organization to improve the operational efficiency of our sales cycles, so it’s essential that you have excellent communication skills and feel comfortable working in a team environment. You should also be able to lead and motivate your sales team to achieve specific goals. Ultimately, as the Field Sales Associate Director, you should be able to recruit, train, and build a high-performance sales team to ensure client satisfaction and accelerate sales growth.
Key Tasks:
+ Manage and lead sales representatives to success
+ Recruit, evaluate, train, and motivate a top sales organization for the Americas Region within TeamMate
+ Set and track sales targets for your team and individuals to quotas with the responsibility of achieving software & services sales quota
+ Set a strong management process, including pipeline reviews and sales forecasts while being able to report on sales metrics and suggest data driven improvements to processes
+ Support your team in complex sales, taking part in customer calls/meetings
+ Suggest and implement improvements in the sales administration process, including the correct usage of Salesforce.com for your team
+ Coordinate department projects to meet deadlines for improvement
+ Prepare monthly, quarterly and annual sales projections and forecasts
+ Use client feedback to generate ideas about new features and products
+ Research and discover methods to increase client engagement, including implementing account planning for existing clients that results in high client satisfaction & retention rates, while establishing specific revenue growth plans for each account that can be measured quarterly and annually
+ Institute a systematic cross-sell/upsell/lifecycle management process yielding significant gains
+ Develops and executes strategies and tactics for increasing market share within existing accounts and markets, while expanding into new accounts and markets
+ Ensure sales, finance and legal policies and procedures are met
+ Build an open-communication and growth-oriented environment for your team
+ Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales conversion requirements
+ Assist Americas regional go-to-market strategy in cooperation with our Director, Marketing, Product Management, Learning and Enablement and managing the full sales cycle from lead generation to contract closing, following an enterprise sales process
You're a Great Fit if You Have/Can:
+ Bachelor’s degree from an accredited college/university and/or equivalent work experience
+ Knowledge and experience with Internal Audit, ERM, & GRC Solutions is preferred & will be extremely helpful
+ 5-10 years’ experience and a proven track record in sales leadership(Field Sales Manager/Director) with significant experience hiring and growing exceptional sales teams, as well as reinventing sales teams to drivea high growth and accountable sales culture
+ Enterprise Sales experience interacting and partnering with the C-Suite of all various sized corporations, public/government entities, including full sales cycle experience, generating net new business and cross sell/upsell for quarterly to annual SAAS/Cloud Technology Solutions
+ Experience with sales methodologies, such as the Challenger Sale (or equivalent) and brining a consultative sales process with proven ability to sell a value-based solution
+ Technical aptitude and ability to learn new business and technical concepts quickly
+ Competitive nature, but also a collaborative team player
+ Strong presentation skills, both in person and via virtual channels
+ Numerical abilities, conversion focus, and problem-solving attitude
+ Strong analytical, organizational skills, and recruiting abilities
+ Excellent interpersonal, team leadership, and management skills
+ Displays a sense of urgency and create a sense of urgency with customers/prospects while possessing a strong will to achieve
+ Coachable - Seeks help; knows how to get help, when to ask for it and what situations call for it.
+ Charismatic - knows how to use it to influence partnerships, win clients, and train associates
+ Sharp/Quick Witted - thinks on his/her feet, with the flexibility to handle a curveball
+ Creative – Can think outside the box (when appropriate)
+ Motivated - To learn, to succeed, to win, to grow
+ Aptitude - Able to learn and implement new concepts quickly
+ Hands-on experience strategizing and negotiating complex sales deals
+ Ability to operate at both a strategic/conceptual level and at a detailed, operational level to bring instant validation and market presence to the table
+ Metrics driven; highly disciplined process orientation
+ Outstanding communication, presentation, networking, and organizational skills
+ Engaging leadership style that builds and sustains credibility with staff, colleagues, clients and other stakeholders
+ Must be authentically honest and ethical with a bias towards leaders who are smart, passionate, energetic, and results focused
+ Can frequently travel to our various Wolters Kluwer locations and work in the field with customers and sales teams - _Required_
About the Team:
We are an incredibly supportive team that truly enjoys what we do and who we do it with. We play a key role within WK and assist in driving the daily success. If you have a passion for making a true difference within an organization, while working alongside a genuinely caring and supportive team, we highly encourage you to apply. #Bethedifference
Additional Information:
Wolters Kluwer offers great benefits and programs to help meet your needs and balance your work and personal life, including 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 at https://www.mywolterskluwerbenefits.com/index.html
Diversity Matters: Wolters Kluwer strives for an inclusive company culture in which we attract, develop, and retain diverse talent to achieve our strategy. As a global company, having a diverse workforce is of the utmost importance. We've been recognized by employees as a European Diversity Leader in the Financial Times, as one of Forbes America’s Best Employers for Diversity in 2022, 2021 and 2020 and as one of Forbes America’s Best Employers for Women in 2021, 2020, 2019 and 2018. In 2020, we placed third in the Female Board Index, and were recognized by the European Women on Boards Gender Diversity Index. Wolters Kluwer and all of our subsidiaries, divisions and customer/departments is an Equal Opportunity / Affirmative Action employer.
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.
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $147,200-$208,350
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.
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.
Who We Are: Wolters Kluwer: The world is a big place, find your place here. (https://youtu.be/OZ2kSzAaXK4?si=sDgZ7DZUbMnBddMq)
TeamMate+: Take A Fresh Look at TeamMate+ (youtube.com) (https://www.youtube.com/watch?v=8zkHetqoyrM)
TeamMate+ Software: TeamMate+ Audit Management | Wolters Kluwer
What We Offer:
The Field Sales Associate Director role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule, and amazing benefits.
What You'll be Doing:
As the Field Sales Associate Director, you will lead, oversee, and support a team of field sales representatives. You will primarily be responsible for accelerating growth of software & services ales results for your team. As a key leader, you will monitor sales metrics and manage the entire sales administration process, including developing sales acumen, processes, and discipline that will enable exponential sales growth. You will also collaborate with various professionals and leaders/departments in the organization to improve the operational efficiency of our sales cycles, so it’s essential that you have excellent communication skills and feel comfortable working in a team environment. You should also be able to lead and motivate your sales team to achieve specific goals. Ultimately, as the Field Sales Associate Director, you should be able to recruit, train, and build a high-performance sales team to ensure client satisfaction and accelerate sales growth.
Key Tasks:
+ Manage and lead sales representatives to success
+ Recruit, evaluate, train, and motivate a top sales organization for the Americas Region within TeamMate
+ Set and track sales targets for your team and individuals to quotas with the responsibility of achieving software & services sales quota
+ Set a strong management process, including pipeline reviews and sales forecasts while being able to report on sales metrics and suggest data driven improvements to processes
+ Support your team in complex sales, taking part in customer calls/meetings
+ Suggest and implement improvements in the sales administration process, including the correct usage of Salesforce.com for your team
+ Coordinate department projects to meet deadlines for improvement
+ Prepare monthly, quarterly and annual sales projections and forecasts
+ Use client feedback to generate ideas about new features and products
+ Research and discover methods to increase client engagement, including implementing account planning for existing clients that results in high client satisfaction & retention rates, while establishing specific revenue growth plans for each account that can be measured quarterly and annually
+ Institute a systematic cross-sell/upsell/lifecycle management process yielding significant gains
+ Develops and executes strategies and tactics for increasing market share within existing accounts and markets, while expanding into new accounts and markets
+ Ensure sales, finance and legal policies and procedures are met
+ Build an open-communication and growth-oriented environment for your team
+ Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales conversion requirements
+ Assist Americas regional go-to-market strategy in cooperation with our Director, Marketing, Product Management, Learning and Enablement and managing the full sales cycle from lead generation to contract closing, following an enterprise sales process
You're a Great Fit if You Have/Can:
+ Bachelor’s degree from an accredited college/university and/or equivalent work experience
+ Knowledge and experience with Internal Audit, ERM, & GRC Solutions is preferred & will be extremely helpful
+ 5-10 years’ experience and a proven track record in sales leadership(Field Sales Manager/Director) with significant experience hiring and growing exceptional sales teams, as well as reinventing sales teams to drivea high growth and accountable sales culture
+ Enterprise Sales experience interacting and partnering with the C-Suite of all various sized corporations, public/government entities, including full sales cycle experience, generating net new business and cross sell/upsell for quarterly to annual SAAS/Cloud Technology Solutions
+ Experience with sales methodologies, such as the Challenger Sale (or equivalent) and brining a consultative sales process with proven ability to sell a value-based solution
+ Technical aptitude and ability to learn new business and technical concepts quickly
+ Competitive nature, but also a collaborative team player
+ Strong presentation skills, both in person and via virtual channels
+ Numerical abilities, conversion focus, and problem-solving attitude
+ Strong analytical, organizational skills, and recruiting abilities
+ Excellent interpersonal, team leadership, and management skills
+ Displays a sense of urgency and create a sense of urgency with customers/prospects while possessing a strong will to achieve
+ Coachable - Seeks help; knows how to get help, when to ask for it and what situations call for it.
+ Charismatic - knows how to use it to influence partnerships, win clients, and train associates
+ Sharp/Quick Witted - thinks on his/her feet, with the flexibility to handle a curveball
+ Creative – Can think outside the box (when appropriate)
+ Motivated - To learn, to succeed, to win, to grow
+ Aptitude - Able to learn and implement new concepts quickly
+ Hands-on experience strategizing and negotiating complex sales deals
+ Ability to operate at both a strategic/conceptual level and at a detailed, operational level to bring instant validation and market presence to the table
+ Metrics driven; highly disciplined process orientation
+ Outstanding communication, presentation, networking, and organizational skills
+ Engaging leadership style that builds and sustains credibility with staff, colleagues, clients and other stakeholders
+ Must be authentically honest and ethical with a bias towards leaders who are smart, passionate, energetic, and results focused
+ Can frequently travel to our various Wolters Kluwer locations and work in the field with customers and sales teams - _Required_
About the Team:
We are an incredibly supportive team that truly enjoys what we do and who we do it with. We play a key role within WK and assist in driving the daily success. If you have a passion for making a true difference within an organization, while working alongside a genuinely caring and supportive team, we highly encourage you to apply. #Bethedifference
Additional Information:
Wolters Kluwer offers great benefits and programs to help meet your needs and balance your work and personal life, including 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 at https://www.mywolterskluwerbenefits.com/index.html
Diversity Matters: Wolters Kluwer strives for an inclusive company culture in which we attract, develop, and retain diverse talent to achieve our strategy. As a global company, having a diverse workforce is of the utmost importance. We've been recognized by employees as a European Diversity Leader in the Financial Times, as one of Forbes America’s Best Employers for Diversity in 2022, 2021 and 2020 and as one of Forbes America’s Best Employers for Women in 2021, 2020, 2019 and 2018. In 2020, we placed third in the Female Board Index, and were recognized by the European Women on Boards Gender Diversity Index. Wolters Kluwer and all of our subsidiaries, divisions and customer/departments is an Equal Opportunity / Affirmative Action employer.
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.
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $147,200-$208,350
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.
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.
Source : Wolters Kluwer
