Director, Field Sales - CPM North America - Wolters Kluwer
Madison, WI
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)
What We Offer:
The Director, Field Sales 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:
The Director (Second Line Sales Manager), Sales leads a distributed team of sales professionals (First Line Sales Managers) that have responsibility for new sales, cross-sell and upsell of high-growth software solutions throughout North America. Specifically, this role is responsible for driving growth and meeting/beating financial objectives delivering Corporate Performance Management solutions to prospective and current customers. The Director, Sales will be responsible and accountable for building an effective territory strategy, sales t strategy, executing and achieving annual sales targets/quotas, and leading/building a high performing team.
Key Tasks:
+ Design an effective organization (talent and processes) to execute against annual sales quotas, as well as deliver excellent prospective and current customer experiences
+ Deliver on all strategies and GTM plans for all product lines associated with the business
+ Travel and meet with prospective and current customers to provide leadership, industry, and company expertise to instill confidence and drive strategic sales results
+ Leads by example through sales coaching, mentoring, and sales skill development of the sales organization
+ Credible industry and functional expert, with strategic and analytical capabilities helping to establish best sales strategies & methodologies to accomplish annual and long-term goals
+ Collaborate effectively across the business unit, division and overall organization working with the functional leaders (ex. Sales Ops, Marketing, Finance, HR, etc.) to build a cohesive sales strategy which meets the demands for today as well as creates capacity for the future
+ Develops strategies and tactics for increasing market share within existing accounts and markets, while expanding into new accounts and markets
+ Implements a cohesive demand generation strategy, within sales and insides sales, and execution within NA market to drive increased market share
+ Works with Marketing and Partners to increase sales, revenue and market share within NA
+ Gain visibility and drive sales KPIs and demand generation leading indicators to ensure path to quota achievement
+ Responsible to lead North America region in Q+1 reviews, QBRs and key deal reviews
+ Accurately forecasts anticipated new sales, accounts, and profitability for on-premises and cloud-based software products and services
+ Holds QBRs, weekly forecast calls and other sales governance meetings to ensure forecast accuracy across the team and territory optimization per sales rep
+ Develops and implements annual business plans and manages to monthly, quarterly and annual expense and revenue budgets
+ Establishes clear sales metrics and benchmarks for measuring progress and maintaining focus
+ Seeks continuous improvement in staff capabilities and provides ongoing coaching and development opportunities for sales reps and managers
+ Collaborates with product management and marketing to provide insights on unmet needs of the market.
+ Works closely with all other departments to leverage the total capabilities of the company in creating a winning go-to-market strategy and drives flawless sales execution.
You're a Great Fit if You Have/Can:
+ 4-year degree or equivalent combination of education and work experience required
+ 10+ years of experience and a proven track record in subscription cloud-based enterprise software sales management
+ Experience managing a high performing multi-product sales organization selling to the Office of the CFO and/or enterprise corporate segments preferred
+ Success in leading sales organizations in ERP and/or other enterprise channel environments preferred
+ Strong track record of hiring and growing exceptional field, inside and high performing sales teams
+ Entrepreneurial mindset – ability to build an organization with creativity and provide hands-on assistance in sales, demand generation, sales process, and more as needed
+ Takes initiative to drive sales in NA as needed
+ Advanced sales pipeline and forecasting ability
+ Ability to coach both sales leaders and sales reps on both demand generation and sales skills
+ Demonstrated hands-on leadership skills driving daily activity (and prescribing correlated processes and KPI’s) required to deliver monthly quota commitments.
+ Metrics driven; highly disciplined process orientation
+ Ability to operate at both a strategic/conceptual level and at a detailed, operational level
+ Outstanding communication, presentation, networking, and organizational skills
+ Proven ability to perform in a consultative, collaborative manner and engender trust and cooperation from colleagues and stakeholders in a highly matrixed environment
+ Engaging leadership style that builds and sustains credibility with staff, colleagues, clients and other stakeholders.
+ Significant experience with Salesforce.com
+ Up to 50% travel domestic US and Canada
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: $182,500-$258,350
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)
What We Offer:
The Director, Field Sales 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:
The Director (Second Line Sales Manager), Sales leads a distributed team of sales professionals (First Line Sales Managers) that have responsibility for new sales, cross-sell and upsell of high-growth software solutions throughout North America. Specifically, this role is responsible for driving growth and meeting/beating financial objectives delivering Corporate Performance Management solutions to prospective and current customers. The Director, Sales will be responsible and accountable for building an effective territory strategy, sales t strategy, executing and achieving annual sales targets/quotas, and leading/building a high performing team.
Key Tasks:
+ Design an effective organization (talent and processes) to execute against annual sales quotas, as well as deliver excellent prospective and current customer experiences
+ Deliver on all strategies and GTM plans for all product lines associated with the business
+ Travel and meet with prospective and current customers to provide leadership, industry, and company expertise to instill confidence and drive strategic sales results
+ Leads by example through sales coaching, mentoring, and sales skill development of the sales organization
+ Credible industry and functional expert, with strategic and analytical capabilities helping to establish best sales strategies & methodologies to accomplish annual and long-term goals
+ Collaborate effectively across the business unit, division and overall organization working with the functional leaders (ex. Sales Ops, Marketing, Finance, HR, etc.) to build a cohesive sales strategy which meets the demands for today as well as creates capacity for the future
+ Develops strategies and tactics for increasing market share within existing accounts and markets, while expanding into new accounts and markets
+ Implements a cohesive demand generation strategy, within sales and insides sales, and execution within NA market to drive increased market share
+ Works with Marketing and Partners to increase sales, revenue and market share within NA
+ Gain visibility and drive sales KPIs and demand generation leading indicators to ensure path to quota achievement
+ Responsible to lead North America region in Q+1 reviews, QBRs and key deal reviews
+ Accurately forecasts anticipated new sales, accounts, and profitability for on-premises and cloud-based software products and services
+ Holds QBRs, weekly forecast calls and other sales governance meetings to ensure forecast accuracy across the team and territory optimization per sales rep
+ Develops and implements annual business plans and manages to monthly, quarterly and annual expense and revenue budgets
+ Establishes clear sales metrics and benchmarks for measuring progress and maintaining focus
+ Seeks continuous improvement in staff capabilities and provides ongoing coaching and development opportunities for sales reps and managers
+ Collaborates with product management and marketing to provide insights on unmet needs of the market.
+ Works closely with all other departments to leverage the total capabilities of the company in creating a winning go-to-market strategy and drives flawless sales execution.
You're a Great Fit if You Have/Can:
+ 4-year degree or equivalent combination of education and work experience required
+ 10+ years of experience and a proven track record in subscription cloud-based enterprise software sales management
+ Experience managing a high performing multi-product sales organization selling to the Office of the CFO and/or enterprise corporate segments preferred
+ Success in leading sales organizations in ERP and/or other enterprise channel environments preferred
+ Strong track record of hiring and growing exceptional field, inside and high performing sales teams
+ Entrepreneurial mindset – ability to build an organization with creativity and provide hands-on assistance in sales, demand generation, sales process, and more as needed
+ Takes initiative to drive sales in NA as needed
+ Advanced sales pipeline and forecasting ability
+ Ability to coach both sales leaders and sales reps on both demand generation and sales skills
+ Demonstrated hands-on leadership skills driving daily activity (and prescribing correlated processes and KPI’s) required to deliver monthly quota commitments.
+ Metrics driven; highly disciplined process orientation
+ Ability to operate at both a strategic/conceptual level and at a detailed, operational level
+ Outstanding communication, presentation, networking, and organizational skills
+ Proven ability to perform in a consultative, collaborative manner and engender trust and cooperation from colleagues and stakeholders in a highly matrixed environment
+ Engaging leadership style that builds and sustains credibility with staff, colleagues, clients and other stakeholders.
+ Significant experience with Salesforce.com
+ Up to 50% travel domestic US and Canada
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: $182,500-$258,350
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
