Account & Relationship Management Executive –San Francisco Bay Area & Northern CAA company car is providedThe Account & Relationship Management Executive for the Health Learning, Research & Practice (HLRP) Business Unit within Wolters Kluwer Health is a challenging and fulfilling role. Successful Account & Relationship Management Executives are driven to continuously learn and help higher educational institutions change to more effective learning models the nursing education audience. The Account & Relationship Management Executive at Wolters Kluwer-HLRP plays a pivotal role.Account & Relationship Management Executives have a territory of accounts, and work for an organization that strives to build effective performance conditions. They also have a Sales Manager who is, first and foremost, a coach to help support career growth and learn emerging best practices in sales and marketing. The Account & Relationship Management Executive plays a leading role in moving Wolters Kluwer Health to the forefront of nursing education, particularly in the digital solution space, and they have uncapped earning potential along the way!***This position works from a remote home office and will ideally be located in San Francisco, CA. The territory covers northern California.ESSENTIAL DUTIES AND
RESPONSIBILITIES
Maximize revenue by selling into new and existing accountsConduct 12 to 15 relevant sales calls per day on campusMeet or exceed assigned sales quotasContinually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approachesDevelop solid, strategic relationships with key decision makers at targeted accountsLead discovery sessions with effective questioning and active listening techniques to identify customers’ key needs and pain points at the account level (i.e., deans, directors, and c-suite executives) and at the course level (i.e., faculty members)Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position the Health Learning, Research & Practice (HLRP) full-curriculum solution as an instrumental part of that visionConduct compelling digital product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools)Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential; gather and analyze data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future salesUse sales tools and follow the established sale process that aligns with the customer buying processMaintain accurate and complete records in the CRM (Salesforce) system and prepare and submit accurate and timely forecastsPartner closely with internal stakeholders in Inside Sales, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retentionQuote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain appropriate approvals, and provide information to customers regarding terms of salesWork collaboratively with Marketing and Publishing teams and represent the voice of the customer Manage time, travel, and resources effectively to maximize selling time; manage expenses within budgetParticipate in and present at regional and national trade shows, conferences, and sales meetingsRepresent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamworkBe 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
QUALIFICATIONS
Education: Bachelor’s Degree or equivalent relevant experienceRequired Experience: A minimum of 3 years of on-quota sales experience including:Demonstrated success selling complex digital solutions to large institutionsHistory of consistent over-quota achievement in a highly competitive marketExperience negotiating with individual buyers (e.g., faculty, line managers) and institutional decision makers (e.g., deans, directors, and c-suite executives)Networking with key decision makersDeveloping and qualifying prospect listsForecasting and reporting on sales activity using a CRM tool such as Salesforce.comExperience collaborating with multiple internal stakeholdersConducting product demonstrations live and via online meeting toolsExcellent technical skills including proficiency utilizing Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)Preferred Experience, Knowledge, Skills and Abilities:Experience selling in the healthcare, education, software or publishing industryExcellent consultative sales skills with a proven track record of successEvidence of self-development in sales, marketing, and solutionsRelentless work ethic and a desire to learn new skills, develop additional expertise, and shape the future of HLRP’s full-curriculum solutionsCommitment to sales coaching programsAbility to work in a rapidly changing environmentAbility to work independently in a home office environment and as part of a teamExcellent written and verbal communication skillsExcellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting toolsStrong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solutionStrong organizational, time management, and multi-tasking skillsStrong analytical and problem-solving skillsTravel:Travel is required up to 70% of work timeMust be able to travel independently by air and by carMust possess a valid and unrestricted driver’s licenseMust have the ability to obtain a passportOvernight travel is required to visit customers and attend regional and national sales meetingsPhysical Demands:Must be able to work independently from a dedicated home officePDN-96f018de-a746-4fb9-b203-a4048e925aae