Wolters Kluwer Senior Major & Strategic Account Executive in Olympia, Washington
The Senior Major & Strategic Account Executive is responsible for developing both existing customers in the Commercial Market, executing sales and account management activities to achieve goals, exceed revenue targets, and drive profitable growth for CE products and solutions within assigned account base (Book of Business). This position will generate upsell and renewal revenue where the primary focus will be collaborating with the assigned high valued customers within the Commercial business unit companies who seek to integrate and maintain drug information into their systems and applications.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Learns and maintains a deep understanding of CE products and solutions, customers, and the industry as a whole by maintaining a high-level mastery of all processes, systems and applications utilized within Sales Department.
Continuously seeks sales opportunities to support a healthy sales pipeline by reviewing and evolving Book of Business;
Executes and finalizes the sales process to meet revenue targets and sales quotas by meeting with customers face-to-face; discussing, documenting and fully understanding business needs and goals.
Maximizes revenue for CE products and solutions within the book of business by designing and implementing a strategic direction for top accounts; working with all internal teams to improve the customer experience company-wide.
Submitting weekly and monthly reports detailing sales projections, pipeline and activity levels.
Contributes to new product development by capturing regularly occurring or leading-edge customer requests that are garnered through the sale process; identifying gaps/issues where current products do not meet client needs.
Participates in organizational activities to meet or exceed company objectives by applying knowledge from background area of expertise to special projects that will help drive profitability and growth.
Represents Wolters Kluwer within the industry by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiatives.
- Performs other duties as assigned by Vice President of Commercial Sales
- Bachelor's Degree in business or related field or equivalent job experience with quantifiable results of success
Other Knowledge, Skills, Abilities or Certifications:
Professional demeanor and ability to develop and maintain relationships at all levels with internal/external stakeholders
Collaborative mindset – able to develop corporate and/or organizational policies and authorizes the implementation of these policies at corporate level
Strategic and tactical capabilities and mindset – able to analyze the markets, competitors and the company’s strengths/weaknesses to overcome potential issues and convert to winning solutions
Able to work with abstract ideas or situations across functional areas of the business and able to conceptualize, and articulate them to a diverse audience in a concise manner.
Making in-person presentations and web conference presentations to customers to explain the business' products and services and their alignment with the customer’s needs
Developing and managing a large customer base
Work through contracts and use cases to right size usage of data to customer applications and metrics
Consistent achievement of sales quotas
- Experience with a CRM tool (e.g. NetSuite or Salesforce) and Sales Process Frameworks (e.g. Miller Heiman)
- Position requires 50-60% travel as needed
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.
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