Wolters Kluwer Senior Inside Solutions Consultant in Coppell, Texas
Wolters Kluwer Tax & Accounting is looking for a Sr. Inside Solutions Consultant to join our Research & Learning, US team that will be home office based. Research and Learning, US (CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, one of the world's leading providers of tax, accounting and audit information, solutions and services to accounting firms, corporate tax and auditing departments, federal and state government agencies, universities and libraries.
Today, the tax and accounting profession is changing and the regulatory landscape is becoming increasingly complex, making it harder to ensure accuracy and effectiveness for clients. As the pace of that change accelerates, Wolters Kluwer continues to be at the forefront of advancement to ensure that tax and accounting professionals have real-time access to answers to complex questions about tax legislation, case law, tax rates and tax rules.
Our key solutions include the CCH® IntelliConnect® research platform that helps streamline workflows, improve accuracy and efficiency, and give users unprecedented access to world-class content; the innovative CCH® IntelliConnect Browser Search solution, a browser add-on that instantly sends search queries through Wolters Kluwer's subscriber content and displays the relevant answers directly on search engine results pages; CCH® Account Research Manager®, which provides tax and accounting professionals with all essential guidance they need to stay in compliance with GAAP, GAAS, and SEC rules and regulations; as well as an unmatched library of tax and accounting publications, including the widely recognized U.S. Master Tax Guide®.
The Senior Inside Solutions Consultant has primary responsibility for driving profitable sales growth to new and existing accounts, supporting the healthy transition of coverage territories. ISR activities also include comprehensive coverage of assigned territories ranging from managing sales cycles, and building pipeline. Responsibilities are staying informed on the comprehensive Tax, A&A and Workflow solution product lines; learning and following a comprehensive sales process; updating and managing sales pipeline information for assigned Territory and target account list; collaborating with other internal sales, and support partners; contributing to new product development to meet changing customer needs; managing time and resources effectively; representing CCH, Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Maintain a comprehensive understanding of the full line of CCH TAA Research & Learning products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients.
Manages territory and account list to support revenue and a healthy sales pipeline by creating and working geographic territory of accounting CPA customers (larger than 5 Full time Employees) and Corporate accounts; developing territory plans; researching contact information for decision-makers and influencers; ensuring target list does not infringe on territory boundaries or accounts managed through other channels; and maintaining information within the SFDC CRM system in accordance with timing and content standards.
Drives new account/customer development and maintains and grows existing customer business to meet weekly, monthly, and annual sales goals by planning for and conducting prospecting/introductory calls. Approximately 70% of an ISR's focus is on new accounts.
Contributes to new product development that meets customer needs by identifying gaps where current products and marketing do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications.
Improves WK CCH TAA R&L market share by identifying departments/business lines in target accounts using competitive products; articulating upside to switching to WK products; managing trial usage and training to encourage switching decisions; managing the transition to WK products to meet expectations and form the foundation for a long-term customer relationship; and staying connected with existing clients to ensure competitors are unlikely to move customers to their products.
Collaborates with other Inside Sales Representatives and the Retention reps by developing joint sales plans, business plans, and presentations.
Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity.
Represents Wolters Kluwer by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiative; communicating Wolters Kluwer competitive advantage to customers in a compelling articulate manner in verbal and written conversations and presentations; behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.
Performs other duties as requested by Divisional Sales Manager
Minimum: Bachelor's Degree in marketing, business or related field or equivalent Experience
4 years of B2B commissioned sales experience of an intangible product.
Ability to multitask and prioritize goals and tasks
Consistent over-achievement of sales quotas.
Developing and qualifying prospect lists.
Making presentations to prospective clients to explain the business' products and services and their alignment with the client's needs.
Using online presentation tools.
Consultative sales approach.
Technical, software or on-line solutions sales.
Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module). Preferred Experience: Understands workflow of Accounting or Professional Services Firms and Corporations. Sales of Research content preferred. Tools:
Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Sales management software Other Knowledge, Skills, Abilities or Certifications: Preferred:
Sales Force.com and Sales process and activities.
PC and basic technology components.
Limited PHYSICAL DEMANDS
Normal office or home office environment
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 2016 annual revenues of €4.3 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.
EQUAL EMPLOYMENT OPPORTUNITY 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.
INFORMATION 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.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled