Wolters Kluwer Regional Director, Account Management in Annapolis, Maryland

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

CE's mission is to improve care worldwide. To achieve this vision, CE has strived to deeply understand the challenges facing clinicians and provider organizations as they evolve their work-flow to cope with changing regulatory payment pressures while striving to deliver high quality and effective care.

The Regional Director, Account Management will have responsibility for a defined region with a specified number of Account Managers. This role will oversee the assigned team of Account Managers and will be responsible for developing the overall strategic plan for the assigned territory, ensuring the successful execution of set goals. This role will require demonstrated leadership influencing c-suite customers within all assigned health systems.

The territory for this position is the South Central Region so the ideal candidate will preferrably be based in Texas, with the ability to work remotely. Territory lines are subject to change periodically.

  • Territory Strategy Development

  • Coordinate with Inside Sales Director or Manager to develop and refine overall district / territory sales strategy and objectives

  • Evaluate sales pipeline and develop overall territory / district forecasts

  • Determine field force effort allocation and plans of action

  • Territory Strategy Execution

  • Manage Account Managers to execute overarching territory sales strategy and objectives

  • Coordinate with Inside Sales Director or Manager to manage overarching sales pipeline and territory / district performance

  • Direct and Coach Field Personnel

  • Measure, motivate and reward Account Manager team members

  • Provide strategic coaching on general sales strategy, call planning, time utilization, and the sales process

  • Provide strategic coaching on product offerings and value propositions

  • Provide tactical coaching on value based selling and customer interaction skills

  • Facilitate organizational support and conflict resolution

  • Hire and Develop Team

  • Select and hire Account Manager team resources

  • Develop and groom for future succession

  • Customer Development

  • Advise Account Manager in interactions with key decision makers in Account Manager-led accounts, as needed

  • Build industry and association relationships

  • Administration and Field Intelligence

  • Provide feedback and field intelligence to the organization

  • Complete administrative tasks, reports and analyses

Performs other duties as assigned by supervisor.

Education: BS/BA Degree or equivalent experience, MBA preferred


  • 10+ years of experience, including demonstrated experience in field sales management

  • Demonstrated ability for talent identification, team management, coaching, and conflict resolution

  • Experience with and ability to communicate field based account management best practices

  • Aptitude navigating and guiding team through sales process in a matrixed organization

  • Ability to construct, present and execute territory-level sales strategy plan

  • Proven track record of success in building relationships, presenting and influencing c-suite level customers

  • Ability to communicate value of sophisticated and complex products/technologies

Other Knowledge, Skills, Abilities or Certifications:

  • Personal and consultative approach

  • Very strong interpersonal and organizational skills

  • Expertise in Microsoft product suite and SalesForce preferred

Travel Requirement: Ability to travel overnight up to 60%.

About Wolters Kluwer

Wolters Kluwer N.V. (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.

Wolters Kluwer reported 2017 annual revenues of €4.4 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide.

Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY).

For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, LinkedIn, and YouTube.


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.


For any assistance with your application for this job opening, please call the HR Source at (888) 495-4772 or email HRSource@WoltersKluwer.com. TTY is also available at 888 (495) 4771.

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