Director of Field Sales, Wolters Kluwer

• 7-10 years of proven direct sales experience including:
• Collaboration experience that led to success in a team environment
• Track record of sales success
• Track record working through complex sales cycles in a team-focused environment
• Bachelor's degree or equivalent experience
• 3-5 years of sales management experience
• This role can be based remotely anywhere in the US

Desirable

• Enterprise Legal Management (ELM) Solutions, a line of business in the Legal & Regulatory division, provides a comprehensive suite of tools that address the growing needs of corporate legal operations departments to increase operational efficiency and reduce costs
• The Director, Sales for Enterprise Legal Management (ELM) is a sales leader who will run an organization with communication, field travel and process management
• In this remote position, you will report to the Vice President, Global Sales for ELM and will lead a team of sales representatives, following and improving on a sales management process that develops strategies to ensure sales representative success and driving your team to exceed revenue expectations
• Build, develop, and lead a sales team that is focused on success and achieving targets
• Lead the team to exceed sales targets that are set forth at the beginning of each year
• Drive sales with the team (and significant prospects) through a hands-on approach, spending time in the field with prospects and sales representatives
• Conduct quarterly sales territory planning sessions with representatives to promote the success of the field sales team
• Forecast annual, quarterly, and monthly sales to exceed regional sales quotas
• Direct the work effort of sales representatives by setting strategy, assigning territories, and setting goals
• Manage representatives and sales activities in developing and following strategic plans to identify prospective customers and maintaining existing customer base
• Analyze reporting of prospecting activities in SalesForce.com to look for trends and implement corrective measures
• Motivate and mentor the sales staff, train new reps and conduct performance management including development planning
• Develop a team that embraces an organized, analytical, and structured approach to sales
• Develop and execute regional sales strategies, implement regional marketing and sales (action) plans that support the goals & objectives of the business, and produce long-term growth and success
• Maintain, develop and strengthen an excellent collaboration with the other members of the sales team and other groups in the company such as Product Management, Finance, Technical Support and Marketing
• Work with Product Management team in North America to determine viable new products for the markets
• Travel 30-50%
• Manage all established sales processes, drive compliance, and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence. Some important existing processes that need to be managed:
• Sales Forecasting
• Pipeline management (through SalesForce.com)
• Sales strategy author and implementer – assessing progress and actions
• Budgeting
• Collaboration with other WK business units and third-party partners