Wolters Kluwer
Director of Inside Sales
Wolters Kluwer Law Business is a leading provider of research products and software solutions in key specialty areas for legal and business professionals, as well as casebooks and study aids for law students. Its major product lines include Aspen Publishers, CCH, Kluwer Law International and Loislaw. Its markets include law firms, law schools, corporate counsel and professionals requiring legal and compliance information.
The Inside Sales Director is responsible for managing multiple Inside Sales Managers and establishing the optimal organizational structure of the internal sales and support teams in the Legal Markets Group within Wolters Kluwer Law and Business; overseeing sales and subscription renewal activities and performance; managing department activity, data integrity and performance reporting; ensuring marketing resources support revenue generation goals; developing and managing the department budget and headcount; and oversees inside sales team systems usage and evolution.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• As the Director of Inside Sales you will be managing the Inside Sales Managers within multiple WK businesses. The inside sales reps in those businesses will report to the Managers.
• Oversees the sales and subscription renewal process for business and law products (e.g., in-print and electronic subscriptions, ASPEN Treatises, KLI, Lois Law) within the Specialty law group, establishing revenue and profit goals per representative; establishing sales process protocol; overseeing the training and certification of insides sales representatives on process and product knowledge to ensure they are effective when speaking with lawyers, librarians and other sophisticated clients; making necessary support resources (e.g., editors, product demonstrators) available to assist with closing sales; and managing activity (e.g., cold calls) and results (e.g., new accounts, renewals) to meet goals and expectations.
• Manages department activity (e.g., call time, on-hold time) and performance data (e.g.,, customer satisfactions, sales per hour) analysis, integrity and reporting by establishing metrics to be tracked and reported; working with system analysts, programmers and report writers to establish multi-system system functionality to capture necessary information and produce standardized reports; analyzing information to identify issues; and sharing information colleagues, team member and leaders to assist with decision making and business process improvement.
• Ensures marketing resources support revenue generation activities and goals by working with Marketing staff 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 reps so they can respond appropriately to questions and emphasize Wolters Kluwer product benefits.
• Contributes to Wolters Kluwer Business and Law Business Unit competitiveness by collaborating with product development to capture and utilize client feedback gathered during the sales and support process; working with product support on effective transition procedures between client sales and training in order to ensure clients are properly informed on the product content and functionality; Oversees product support resources and processes are available Can access internal resources
• Manages budget development and administration for the department by working with supervisors to plan for activities and estimate 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.
• Manages team headcount by calculating average rep production, turnover and tenure; establishing headcount needs to meet business development goals reps; working with HR Business Partner to establishing proactive hiring plans; working with Staffing team to fill open positions (e.g., providing information on candidate requirements, be available for interviews; making decisions quickly); and facilitating the on-boarding of the new team members to shorten learning curves.
• Contributes to sales and order system management by monitoring system functionality; identifying ways to improve functionality; working with sales teams and IT to upgrade and enhance systems; and overseeing system migration activities among the inside sales teams when systems are merged, modified or eliminated.
OTHER DUTIES
• Collaborate with Sr. Sales Management on programs and initiatives that further the development of the sales organization
• Performs other duties as assigned by Supervisor.
Minimum Qualifications:
Education Certifications:
Bachelor’s degree in business or equivalent experience required.
Minimum Experience:
5 years experience managing inside sales teams, or, if no degree, 10 years of experience including:
• Experience developing and implementing sales plans and strategies
• Experience hiring, and overseeing a metrics driven teams
• Experience effectively managing sales performance
• Business to business sales management experience
• Department budget development
• Metric development and analysis
• Overseeing selling into sophisticates business clients
• Sales training development and delivery
• Knowledge Requirements:
• Best practice related to insides sales
• Best practice related to delivery of online training
• Budgeting and analysis techniques
Preferred Qualifications:
10 years of experience managing inside sales teams, including the minimum (above) and:
• Marketing campaign development and management
• Sales quota/goal development and management.
• System upgrade and migration
• Extensive collaboration with product management marketing teams
• Online training development and delivery.
About Wolters Kluwer:
Wolters Kluwer (www.wolterskluwer.com) is a market-leading global information services company. Professionals in the areas of legal, business, tax, accounting, finance, audit, risk, compliance, and healthcare rely on Wolters Kluwer’s leading, information-enabled tools and solutions to manage their business efficiently, deliver results to their clients, and succeed in an ever more dynamic world.
Wolters Kluwer has 2011 annual revenues of €3.4 billion ($4.5 billion/£2.8 billion), employs approximately 19,000 people worldwide, and maintains operations in over 40 countries across Europe, North America, Asia Pacific, and Latin America. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. Its shares are quoted on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.
Visit our website, YouTube or follow @Wolters_Kluwer on Twitter for more information about our customers, market positions, brands, and organization.
Wolters Kluwer offers a competitive compensation and benefit package including 4-weeks of paid time off (1st year), 12 paid holidays, and a generous profit sharing program.
We are an equal opportunity employer and committed to a diverse workforce.
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