Inside Sales Account Manager (Remote)

Company: Wolters Kluwer
Location: Carson
Posted on: May 28, 2023

Job Description:

The Advanced Inside Sales Representative for Wolters Kluwer (http://www.wolterskluwer.com/) CT Corporation has primary responsibility for driving profitable sales growth through winning new corporation accounts that meet or exceed sales goals. Customers are small to mid-sized corporations within an assigned territory that currently do not have CT Corporation as their registered agent. Inside Sales Acquisition activities include learning and staying informed on the complex and comprehensive CT products and services; learning and following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of prospect accounts; updating and managing sales pipeline information for incoming leads, driving and developing business (including generating high sales call volume); managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
Non-Compete: Must be able to sell into all clients within the territory without restrictions or challenges from enforceable non-compete agreements held by the employee and prior employers within 30 days of employment
Essential Duties and Responsibilities :
--- Learns full line of CT services including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in three to four week services training program for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline; engaging in one-on-one training with Learning Solutions Team and Sales Manager.
--- Learns and executes the sales process for CT products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling products and services to Law Firms.
--- Manages assigned prospect account list that supports a healthy sales pipeline by reviewing prospect account list; organizing customers by segment and opportunity (e.g., size, practice area of Law Firm); researching contact information for decision makers and influencers; creating efficient prospecting processes; building daily and weekly call lists; and maintaining information within the Salesforce.com CRM database in accordance with timing and content standards
--- Drives new business/customer development to meet weekly, monthly, and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish a full calendar of phone meetings and application demonstrations; following up contacts or attempts with an e-mail; discussing with clients to document and fully understand their challenges, needs and goals; effectively articulating the value of CT services and addressing objections taking intelligent and well-informed risks in the sales process; securing the change of agent for new corporations; negotiating pricing, including gaining approval from sales managers and finance arrangements that fall outside approved terms; actively securing the formal order; following standard protocol for initiating order processing/delivery; supporting Marketing promotions, campaigns, including tracking, reporting and converting; and updating Salesforce.com CRM database throughout the client development process in accordance with timing and content standards.
--- Improves CT market share within the territory by identifying Law Firms within assigned territory and size thresholds using competitors as registered agents; conducting analyses and applying business knowledge to provide recommendations and assist in issue resolution with new services or extended services of current services; managing the transition to CT services to meet expectations and form the foundation for a long-term customer relationship; and staying connected through meeting call standards with existing clients (until account is transitioned to a Retention Sales Representative) to ensure competitors are unlikely to move customers to their services.
--- Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity; grouping activities logically; conducting non-selling activities (updating Salesforce.com, e-mail) outside prime selling time; staying organized and ensuring infrastructure elements of the sales process are operating properly at all times; incorporating knowledge of industry trends/cycles on results; considering and incorporating customer constraints that can slow sales cycles into planning; and tracking activities and resource utilization in accordance with standards.
--- Facilitates implementation and management of CT products and representation services into Law Firms by developing and maintaining extensive knowledge of how CT product implementation and client services are initiated and delivered; ensuring the assigned Service Team is fully informed early in the sales cycle; engaging members from WK (e.g., team leader, service team members, director, application trainer) as appropriate to meet customers' needs; monitoring implementation progress to ensure project is completed on time; and assisting in account transition to appropriate team.
--- Represents Wolters Kluwer by developing and maintaining comprehensive knowledge of Wolters Kluwer services, industry trends and general business and financial acumen through various sources and initiative.
Minimum Qualifications:
--- 5 years of sales experience.
--- Ability to work independently with a minimum amount of oversight.
--- Experience making web presentations to prospective clients to explain the business' products and services and their alignment with the client's needs.
--- Experience selling and presenting to all levels of the organization from c-level to end users of products and services.
--- 2 years + consistent achievement of sales quotas.
--- Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
Preferred Qualifications:
--- Bachelor's Degree in business or marketing.
--- Inside business-to-business sales experience.
--- Experience with high call volume activity.
--- Working with CRM as primary account management tool. Salesforce.com experience strongly preferred.
--- Experience working within a multi-division organization with various sales channels.
--- UCC, Registered Agent, Corporate Reporting, and Business Licensing services experience.
--- Experience selling complex professional services.
--- Enterprise solution selling experience.
--- 3 years of over quota sales.
--- Consultative sales approach.
--- Experience developing and qualifying prospect lists.
--- Experience translating contacts gained through extensive networking into legitimate business opportunities.
--- Experience formulating high level and tactical strategies in sales process.
--- Experience utilizing a variety of selling strategies based on client needs.
--- Experience with record keeping and order entry systems; One World, Arrow, and Voyager in particular.
Travel Requirements :
--- Minimal
--- Ability to travel independently.
Compensation:
Target salary range CA, CT, CO, NY, WA:: $59,900-$82,750
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.

Keywords: Wolters Kluwer, Carson , Inside Sales Account Manager (Remote), Executive , Carson, California