Manager of Inside Sales, Wolters Kluwer

• 4-year bachelor’s degree in Business Administration or related field; Or if no degree, equivalent relevant work experience
• 3 or more years of sales supervisory leadership, including:
• Product and promotional pricing strategy
• Business planning and budget development
• Proven ability to manage reps to sell on value rather than just functionality
• An accomplished track record of successfully managing sales rep utilizing insight selling methods
• Experience building and maintaining relationships at the “C” and “VP” levels
• Quantitative analysis of sales programs, costs, results and ROI
• Driving change initiatives
• 5 or more years of B2B inside sales or account management, including:
• Software/SaaS or content delivery and workflow sales
• True accountability for revenue generation and proven track record for meeting or exceeding revenue targets
• Travel: <15% annually

Desirable

• As a Manager, Inside Sales for Wolters Kluwer Legal & Regulatory, you will build and lead a competitive and highly motivated team of Sales Representatives towards achieving departmental sales goals while ensuring consistent performance and customer satisfaction for the Corporate Market segment business
• The target market for this segment will be current corporate clients throughout the U.S. You will be responsible for driving sales strategies, optimizing processes, and managing resources efficiently
• Your role is vital in shaping a high-impact sales strategy and fostering a cohesive, motivated team environment
• You will report to the Director, Sales – Legal & Regulatory U.S
• Establish optimal sales territories; manage team performance; understand and communicate customer needs to inform product improvements and product extensions; ensure execution of sales and marketing activities; oversee the development, implementation and of use of sales metrics and CRM
• Maximize revenue by staying fully informed of the sales process; maintain knowledge and understanding of the products and market; assist reps in assessing risk
• Ensure that sales reps possess accurate and comprehensive product knowledge to establish credibility and to properly serve a sophisticated business customer; participate in the sales process as necessary to assist with closing sales
• Collaborate with other functional units (e.g. Marketing, Product Managers) and sales leaders to continuously improve the process; train and model the approved sales protocol by participating in sales activities regularly
• Contribute to sales planning by working with Director to develop action plans that support company goals and objectives; prioritize and carry out work activities; stay organized and ensure elements of the sales process are operating properly at all times
• Incorporate knowledge of industry trends/cycles and document activity and results in company databases and the sales tech stack
• Estimate and update revenue probability (forecasting) and provide updates to the Sales Director; compile information into regular reports as requested
• Contributes to issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements
• Work with Product Managers to translate unmet client requirements into business and functional specifications; manage client expectations on the timing, delivery and scope of product enhancements
• Manage team member performance by monitoring key performance indicators; ensure sales rep activity is documented using the sales tech stack (e.g., email activity, phone/web meetings)
• Analyze data for patterns and indicators of performance decline; document and discuss performance issues directly with underperformers early and often; directly provide additional training and work opportunities to resolve issues
• Work with HR to establish Performance Improvements Plans (PIPs) and proactive hiring plans; work with Recruitment team to fill open positions (e.g., provide information on candidate requirements and timely feedback on interviews
• Make hiring decisions in a time efficient manner; facilitate on-boarding of new hires and provide training for new team members to shorten learning curve
• Collaborate with colleagues to exchange information such as selling strategies and marketing information
• Work with other sales personnel and Director to address account/channel conflicts in a professional manner
• Develop an Annual Business Plan based on accurate pipeline predictions, Mid-year business update, weekly reports and quarterly forecasts
• Submit reports as requested by the Sales Director and/or others
• Perform various ad hoc duties as requested by Sale Director
• Proactively pursue professional development activities