Wolters Kluwer Regional Sales Director in Indianapolis, Indiana

Req# 19-20009

Regional Sales Director, Central U.S.

To reduce the variability that stands in the way of effective care, Wolters Kluwer Health solutions deliver clarity when and where it matters most. Our trusted medical evidence and technology solutions engage clinicians, patients, students, researchers, and the next generation of healthcare providers to drive more effective decisions and consistent outcomes across the continuum of care. Our proven solutions include learning and research, advanced clinical decision support, patient engagement, surveillance solutions and more. Learn more at www.wolterskluwer.com/health.

We are searching for a Regional Sales Director in the Central U.S. This is a remote role that requires 70% or greater travel during the semester.

This position can be based in Dallas, TX, St. Louis, MO, or other locations within the territory.

The Regional Sales Director for the Health Learning, Research & Practice (HLRP) organization within Wolters Kluwer Health is a challenging and rewarding leadership role. The Regional Sales Director is, first and foremost, a "coach" who empowers and motivates the team to achieve their goals. Therefore, we are looking for candidates who have an experienced track record in hiring, developing, and retaining high caliber enterprise sales talent. Additionally, we are seeking a leader who desires to learn and help educational institutions change to more effective learning models. The successful candidate must enjoy working in an innovative, evolving environment and have the ability to lead and gain support for change required. This role also requires strong technical skills; must be able to learn and demonstrate new digital products quickly as well as utilize sales tools effectively.

The Regional Sales Director plays a pivotal role in:


Coaching sales representatives to achieve their potential and to develop the next generation of sales leaders


Mentoring a team of sales representatives to shape the nursing education landscape through a consultative, solutions-oriented sales process


Accelerating the learning process and improving the effectiveness of nursing educators in higher education through the use of HLRP curriculum solutions


Preparing the next generation of nurses for successful practice

Regional Sales Directors have an assigned region of accounts with much-untapped potential and work with an organization that strives to build effective performance conditions. Regional Sales Directors play a leading role in moving Wolters Kluwer Health to the forefront of nursing education, particularly in the digital solution space, and they have uncapped earning potential along the way!

The Regional Sales Director leads a team of consultative sales representatives who sell curriculum solutions to higher education institutions (e.g., nursing programs), gaining market share by bringing on new institutional accounts and also growing existing accounts in the assigned territory. The Regional Sales Director is responsible for empowering and motivating the team to meet or exceed the territory's sales goals in a complex, evolving marketplace. Regional Sales Directors coach their sales representatives through a defined sales process driven by a solution sales approach--in other words, helping educational institutions understand their needs and translating those needs into effective solutions.

ESSENTIAL DUTIES AND RESPONSIBILITIES


Manage a team of sales representatives to me. et or exceed the territory's sales goals


Hire, train, develop and retain top sales talent who have demonstrated success in digital solution selling in a complex, evolving marketplace


Provide coaching and mentoring to develop sales representatives by assessing their capabilities and addressing skill gaps (e.g., technical skills, closing skills, etc.), modeling exceptional consultative and solution selling skills, and providing ongoing, direct feedback to improve performance continuously


Hold sales representatives accountable for their performance by communicating clear expectations and goals, providing ongoing, documented feedback throughout the year, and following the company's performance management and performance improvement processes


Implement and model the established sales process and hold sales representatives accountable for following the sales process and utilizing the appropriate sales tools


Hold sales representatives accountable for maintaining accurate and complete records in the CRM system and prepare and submit accurate and timely territory forecasts


Continually stay on top of trends and market shifts in the higher education market, technology, HLRP products, competitors, and sales approaches


Work collaboratively with Marketing and Publishing teams to represent the "voice of the customer" and communicate the needs of the field sales force


Manage time, travel, and resources effectively to maximize reps' selling time; manage expenses within budget


Hold weekly 1:1s with sales representatives to review the sales pipeline and opportunities and provide feedback and coaching


Plan regional sales meetings with established agendas that align with the company's objectives and play an active role in planning national sales meetings


Be teachable by participating in and committing to coaching sessions with the VP of Sales; commit to personal development under the leadership of your VP of Sales/Coach


All other duties as assigned

Required Education: Minimum of a Bachelor's Degree

Minimum of 5 years of on-quota sales experience and at least 2 years of experience leading, coaching and mentoring a sales team preferred including:


Demonstrated success in selling complex digital solutions to large institutions


Fostering and facilitating a collaborative team environment which intersects empowerment with accountability


Negotiating with individual buyers (e.g., faculty, line managers) and institutional decision makers (e.g., deans, directors, and c-suite executives)


Social network prospecting


Forecasting and reporting on sales activity using a CRM tool, preferably SalesForce.com


Measuring key performance indicators and using metrics to drive the right sales behaviors


Working knowledge of Microsoft Office, strong Excel knowledge

We will also consider candidates without direct management experience who demonstrate leadership qualities and meet the majority of the required competencies and skills.

Preferred Experience:


Experience managing a sales team


Hiring, developing and retaining top sales talent who have demonstrated success in selling digital solutions


Managing a successful sales team through change and ambiguity in a complex, evolving marketplace


Developing talent and improving performance through direct feedback


Developing and deploying sales strategies and tactics to meet or exceed sales quotas

Preferred Knowledge, Skills, Abilities or Certifications:


Strong coaching skills; possesses the ability to motivate and develop others through direct feedback


Strong strategic planning, reporting, and forecasting skills; has the ability to develop and execute on territory and account-level plans to meet or exceed sales goals


Excellent interviewing and hiring skills; highly effective at assessing sales talent


Strong leadership skills; inspires confidence in others


Excellent consultative sales skills with a proven track record of success including the ability to train others to be successful consultative sales professionals


Strong solution selling capabilities and the ability to train others on a solution sales approach, meaning the ability to translate the needs and pain points of the customer into an effective solution


Relentless work ethic and a desire to learn and teach new skills and shape the future of P&E's full-curriculum solutions


Ability to work under pressure in a rapidly changing environment and lead others through change and ambiguity


Ability to work independently in a home office environment and lead a team of remote employees


Excellent technical skills including proficiency in utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook), online meeting tools, and CRM software


Excellent written and verbal communication skills


Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools


Strong organizational, time management, and multi-tasking skills


Strong analytical and problem-solving skills

Working knowledge of Microsoft Office, strong Excel knowledge

Travel Requirements:


Travel is required up to 70% of work time.


Must be able to travel independently by air and by car.


Must possess a valid and unrestricted driver's license.


Must have the ability to obtain a passport.


Overnight travel is required to visit customers and attend regional and national sales meetings.

Physical Demands: Must be able to work independently from a dedicated home office.

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.

EQUAL EMPLOYMENT OPPORTUNITY (EEO)

Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions, 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 (4985) 4771.

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all duties and responsibilities and requirements.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled