Senior Inside Sales Representative

LOCATION: Preferred candidate will live in the following states: KY, IN, MI, WI, KS, NE, IA, MO in the Central Time zone.

The Senior Inside Sales Representative sells digital solutions and print and electronic textbooks to faculty in higher education institutional facilities (e.g., graduate nursing programs) and is responsible for gaining market share from new customers and maintaining and growing existing accounts in the assigned territory. The Senior Inside Sales Representative is responsible for meeting or exceeding an annual sales quota, and the compensation potential is uncapped. The basic sales approach is the use of solution selling-helping institution faculty understand their needs and translating that into effective solutions.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Maximize revenue by selling into new and existing accounts primarily through phone sales, e-mails, and online presentations; upsell to existing customers and continuously identify opportunities for customer development and revenue growth.

• Meet or exceed assigned sales quotas.

• Continually stay on top of trends and market shifts in the higher education market, competitors, and sales approaches.

• Develop opportunities through prospecting (phone and email), leads driven via webinars, email promotions, trade shows and events, and web and phone inquiries.

• Execute an entrepreneurial approach - initiate proactive communication with customers to lay the groundwork and develop the foundation to nurture prospects into opportunities.

• Lead discovery sessions with effective questioning and active listening techniques to identify faculty members' key needs and pain points.

• Work with prospective customers in a consultative fashion to develop a future vision for their course and position P&E's products as an instrumental part of that vision.

• Conduct compelling digital product demonstrations that highlight the value P&E solutions offer to the customer by addressing their specific pain points (most presentations will be conducted via online meeting tools, but in-person presentations will be required from time to time).

• Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential.

• Use sales tools and follow the established sale process that aligns with the customer buying process.

• Maintain accurate and complete records in the CRM system (~~~) and prepare and submit accurate and timely forecasts.

• Partner closely with internal stakeholders.

• Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain appropriate approvals, and provide information to customers regarding terms of sales.

• Work collaboratively with Marketing and Publishing teams and represent the "voice of the customer".

• Participate in and present at regional and national trade shows, conferences, and sales meetings.

• Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork.

• Be teachable by participating in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Sales Manager/Coach.

JOB QUALIFICATIONS

Education : A bachelor's degree or equivalent experience is required.

Experience: 1+ year of sales experience including:

• Following a sales process to meet or achieve sales quotas in a competitive industry

• Using technology to develop leads and close sales

• Ability to speak and present to groups.

• Strong sense of curiosity and personal pride and ownership.

• Ability to work independently and a drive to achieve and exceed goals.

• Working collaborative with teams.

• A willingness to learn.

• Open to couching and direction to achieve ongoing career growth.

• We will also consider candidates without sales experience with high academic achievements.

Preferred Knowledge, Skills, Abilities or Certifications:

• Relentless work ethic and a desire to learn new skills, develop additional expertise, and shape the future of Wolters Kluwer's products.

• Ability to work in a rapidly changing environment.

• Ability to work independently and as part of a team.

• Excellent technical skills including proficiency utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook).

• Excellent written and verbal communication skills.

• Excellent presentation skills including the ability to effectively present to groups.

• Strong organizational, time management, and multi-tasking skills.

• Strong analytical and problem-solving skills.

• Bilingual French a plus, not required.

Travel Requirements:

• Occasional overnight travel is required, including 2-3 sales trips per year and 2 one-week sales meetings per year.

• Must be able to travel independently by air and by car.

• Must possess a valid and unrestricted driver's license.

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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.