Wolters Kluwer Division Sales Manager, Research & Learning in Irving, Texas
Wolters Kluwer Tax & Accounting is looking for a Divisional Sales Manager to join our US Research & Learning team in a home based office.
Wolters Kluwer, Tax & Accounting North America (TaxNA.WoltersKluwer.com) has served tax, accounting and audit professionals, within the United States and Canada, since 1913. Our market-leading solutions include CCH® ProSystem fx®, CCH Axcess™, CCH® IntelliConnect®, CCH® iFirm, ATX™, TaxWise®, U.S. Master Tax Guide®, Taxprep and Cantax in Canada, and CCH® SureTax® and CCH® Sales Tax for businesses requiring sales and use tax compliance. 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, the Research & Learning team 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. Wolters Kluwer, Tax and Accounting North America invites individuals who are passionate about helping to create the future of tax and accounting, to join our team. Our key office locations include Atlanta, GA, Riverwoods, IL, Dallas, TX, Wichita, KS, Torrance, CA and Toronto, CA.
The Division Sales Manager for Wolters Kluwer Research and Learning Sales Division has primary responsibility for driving profitable sales growth in accounts within a territory for Wolters Kluwer TAA Sales that meets or exceeds sales goals. This division focuses on selling tax software, audit and accounting products and workflow solutions. The Division Sales Manager will be responsible for incorporating strategic planning in order to optimize revenue generation of sales efforts. Additional activities include driving the sale process; understanding and communicating customer needs to inform product improvements and product extensions; ensuring execution of field driven marketing activities; overseeing the use of sales metrics; managing sales territories; managing team performance and management administration.
Manages and drives sales performance for Tax & Accounting Research and Learning by ensuring New sales customer retention and product/unit sales equal or exceed budgeted targets; establishing activity standards and ratios to ensure a healthy pipeline to produce target performance; utilizing CRM to manage quantity and quality of Tax & Accounting sales representative activity; developing and executing on strategic business plans to identify prospective customers and maintain existing customer base; discussing challenges and successes and share pipeline activity for planning with sales representatives; monitoring activity and production (e.g., daily or weekly); analyzing data for patterns and indicators of performance slipping; identifying and addressing performance issues quickly and with urgency; motivating selling activity through sales events, contests and other special promotions; and actively rewarding and celebrating successes with the teams when warranted.
Manages team member performance by setting clear goals/objectives and providing constructive feedback; monitoring key performance indicators; ensuring sales representative activity is documented in CRM; inspecting pipeline viability and velocity across products and services; collaborating with the VP of Sales to establish and adjust goals; documenting and discussing performance issues directly with underperformers; directly providing additional training and work opportunities to resolve issues; working with HR Business Partner to establishing Performance Improvements Plans (PIPs) and proactive hiring plans; working with Staffing team to fill open positions (e.g., providing information on candidate requirements, interviewing; making hiring decisions); directing the on-boarding and training for new team members to shorten learning curves.
Maximizes revenue for Research and Learning products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling professional products and services (e.g., maintaining consultative sales relationships with individuals at all levels of customer organizations; understanding the nuances in Research and Learning suite of web based products and competitors; traveling to accounts with direct reports; collaborating with other sales leaders and top performers to continuously improve the sales process; training and modeling the approved sales protocol (e.g., by participating in sales activities regularly); ensuring Research and Learning sales representatives possess accurate and comprehensive product knowledge to establish credibility and properly serve a sophisticated business customer; and participating in the sales process as necessary to assist with negotiating contracts and closing sales.
Evaluates and ensures optimal sales territory alignment and proper territory management by utilizing proper data in CRM; analyzing and evaluating current territory sales data using data analysis tools (e.g. Excel); presenting analyses to executives to make informed business decisions; developing a territory strategy that will enhance customer coverage, increase sales, foster fair performance evaluation and compensation, and lower travel costs; comparing optimal territories to existing territories; establishing transition plans to migrate to an optimized structure; managing the evolution to optimal structure; and implementing territory management plans to focus efforts and prioritize activities.
Oversee the use of sales metrics (e.g. itineraries, number of sales calls, presentations, building daily plans, etc.) to optimize the Research and Learning sales strategy and programs by collecting and assessing the relevance and quality of information available internally; verifying data integrity; developing documentation standards to rectify any data gaps or inaccuracies; correcting or normalizing information for decision-making; identifying additional data that needs to be collected; establishing the rules for using the analytic information in decision making; and using the information to make decisions and build business cases for budgets and goals.
Manages and controls departmental expenditures within agreed budgets by forecasting within-in region activities and tools (e.g. business traveling, training, client support, laptops, mobile phones); estimating financial resources required to support the activities; capturing and iterating budgets in standard templates; securing approval; authorizing, tracking and reconciling spending against budget throughout the year; and justifying and securing unplanned resources as necessary to maintain business operations.
Provides customer feedback to marketing team by capturing regularly occurring or leading-edge customer requests garnered through the sale process; consolidating requests and sharing information with Product and Marketing staff to contribute to product and marketing strategy and execution; working with Marketing to design, launch and manage sales events, contests and other special promotions; tracking prospect list quality; and securing and disseminating accurate competitive product information to sales representatives so they can respond appropriately to questions and emphasize Research and Learning product benefits.
Gains and maintains an expert knowledge of Tax & Accounting products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in available product training sessions; completing all self-study reading, exercises, and activities in the prescribed timeline;; continually studying information provided by product management and marketing on an on-going basis in timely manner until mastered; working with actual products to establish and maintain competence in demonstrating and using them; researching and learning how the products fit into customers' processes and contribute to their business performance; and reviewing competitor information to be able to compare and contrast them with WK products.
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 speech, writing and formal presentation; 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. Other Duties: -Develops and supports learning initiatives for direct reports. -Prepares quarterly business plan incorporating Field Sales Representatives' plans. -Performs other duties as requested by the Vice President or Director of Sales. Delivers Annual Business Plan for the Region (Q1) and an updated/amended plan in H2.
Bachelor's Degree in business, marketing, accounting or related field; OR, if no degree, 4 years outside sales experience for non-manufacturing/non-agriculture product/services.
Experience: -Minimum requirement of 6 years of direct outside sales experience, including:
-Sales reporting and forecasting experience
-Experience with business planning and budget development including breaking down revenue targets into meaningful action plans -Experience developing strategic sales plans
-Proven track record for meeting or exceeding revenue targets
-Understanding and selling complex professional products and services
-Working within a multi-division organization with various sales channels (e.g. matrix sales organization)
-Experience conducting effective needs assessment (e.g. matching products to specific client workflows)
-Demonstrated proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook). Intermediate Excel skills (e.g. formulas, pivot tables) preferred. -Experience with CRM tools i.e. SalesLogix; salesForce.com; etc.
-5 years field sales management and performance management experience -Experience working with tax and/or accounting concepts and terminology
-Managing through change initiatives -Interpreting and incorporating analysis results into actionable programs (e.g. incentive programs, T&E budgets, sales blitzes)
-Working in or selling products/services to the tax and accounting industry
Other Knowledge, Skills, Abilities and Certifications
-Exhibits passion, resiliency, critical thinking and strategic orientation
-Ability to make hard decisions around prioritization and create buy in, takes calculated risks
-Formal sales training (e.g., Challenger Sales)
-Strong leadership ability to positively motivate others
-Proven ability to acquire, develop and retain top talent
-Must be well organized, successfully implement strategies and ability to manage multiple complex initiatives simultaneously and remain focused
-Excellent facilitation skills and ability to influence, drives for collaboration but not necessarily consensus
Travel Requirements: -Domestic travel to client sites, 60% - 70% of work time
-Ability to travel independently and overnight
-Must have valid driver's license -Must have a car -Ability to travel by air
ABOUT WOLTERS KLUWER & ITS SUBSIDIARIES Founded in 1836, Wolters Kluwer (www.wolterskluwer.com) is a market-leading, global information service's company focused on professionals in the legal, business, tax, accounting, finance, audit, risk, compliance, and healthcare markets. It enables legal, tax, finance and healthcare professionals to be more efficient and effective by providing information, software and services that deliver vital insights, intelligent tools, and the guidance of subject matter experts. Headquartered in Alphen aan den Rijn, the Netherlands, Wolters Kluwer is organized around four customer facing global divisions: Legal and Regulatory, Tax and Accounting, Financial and Compliance Services, and Health. The company employs nearly 19,000 professionals around the world and supports customers in 150 countries. Wolters Kluwer has operations in 40 plus countries across Europe, North America, Asia Pacific and Latin America. Wolters Kluwer had 2013 annual revenues of €3.6 billion or US$4.6 billion. Revenues are generated from emerging markets (5 percent), Europe (39 percent), and North America (54 percent). Wolters Kluwer U. S. Corporation and select subsidiaries, divisions, customer/business units are a government contractor/subcontractor. As such, it shall abide by the requirements of 41 CFR §§ 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals on the basis of protected veteran status or disability, and require affirmative action by covered prime contractors and subcontractors to employ and advance in employment qualified protected veterans and individuals with disabilities. For more information about our products and organization, visit www.wolterskluwer.com, follow @Wolters_Kluwer on Twitter, or search for Wolters Kluwer videos on YouTube.
EQUAL EMPLOYMENT OPPORTUNITY 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, 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.
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