Field Sales Executive, SaaS

The TAA Field Sales Executive for Wolters Kluwer Research & Learning has primary responsibility for driving profitable sales growth in assigned accounting firms within a geographic territory that meets or exceeds sales goals. CCH Field Sales Executive activities include: learning and staying informed on the complex and comprehensive Research & Learning product line; learning and following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities. Specific responsibilities and requirements are as follows:

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

• Learn full line of Research & Learning products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard product training sessions for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline
• Learn and execute the sales process for Tax & Accounting products and services by staying fully informed of the prescribed sales process
• Manage assigned account list that supports a healthy sales pipeline by reviewing target list provided; organizing customers by segment and opportunity (e.g., size, type of firm); researching contact information for decision-makers and influencers; building daily and weekly calling lists and making corresponding calls; and maintaining information within the Salesforce.com CRM database in accordance with timing and content standards
• Drive new account/customer development to meet weekly, monthly, and annual sales goals planning and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; participating in industry meetings, trade shows and sales meetings; conducting group presentations to generate interest in products and services
• Maintain and grow existing customer business to meet weekly, monthly and annual sales goals by contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay informed of their business needs, and the value provided by existing WK solutions
• Contribute to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications; managing client expectations on the timing, delivery and scope of product enhancements
• Improve TAA market share within the territory by identifying departments/business lines in target accounts using competitive products and engaging the client account at the management and executive level to identify business issues
• Manage time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity; grouping activities logically (e.g., in-person meeting in the same locale on the same or consecutive days)
• Collaborate with colleagues to exchange information such as selling strategies and marketing information
• Work with other sales personnel and Division Sales Manager 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
• Engage in weekly communication with manager

KEY QUALIFICATIONS

Education:

Bachelor's Degree in business, accounting, marketing, or related field; OR, if no degree, 4 years B2B outside/field sales experience for non-manufacturing/non-agriculture products and services

Minimum Experience:

3+ years of B2B outside/field sales for non-manufacturing/non-agriculture products and services or Accountant/CPA practitioner experience including demonstrated experience with the following:

• Developing and qualifying prospect lists
• Consistent achievement of quota and goals
• Developing and executing business plans and forecasts
• Translating contacts gained through extensive networking into legitimate business opportunities
• Making in-person presentations to prospective clients to explain the business' products and services and their alignment with client needs
• Proficiency with MS Office Suite (Word, Excel, PowerPoint, Outlook & Teams)
• Proficiency with Salesforce.com or other comparable CRM application

Preferred Experience:

• 2+ years sales experience with on premise software or SaaS business application and/or information services
• Consultative sales approach
• Consistent President’s/Chairman’s Club qualifier and achiever of other various sales performance awards
• Prior experience working within a multi-divisional organization with various sales channels
• Prior Tax & Accounting industry sales experience
• Working knowledge of Tax and/or Accounting concepts and terminology

Other Knowledge, Skills or Abilities:

• Experience working independently with a minimum amount of oversight
• Formalized sales training (e.g. Challenger Sales)
• Advanced written and verbal professional communication skills
• Detail-oriented and ability to handle multiple top priorities
• Ability to function in a fast-paced collaborative, matrixed organization
• Strong work ethic and passion for excellence
• Ability to work flexible schedule and overtime
• Excellent facilitation skills and ability to influence-drives for collaboration but not necessarily consensus

TRAVEL REQUIREMENTS

• Domestic travel to client sites 50-60% of work time, in territory. Minimal overnight travel (1-2X per month)