Wolters Kluwer
Field Sales Representative
CCH (www.tax.cchgroup.com), a Wolters Kluwer business (CCHGroup.com ) is a leading provider of tax, accounting and audit information, software and services. It has served tax, accounting and business professionals since 1913. Among its market-leading products are The ProSystem fx® Office, CorpSystem®, CCH® TeamMate, CCH® Tax Research NetWork™, Accounting Research Manager® and the U.S. Master Tax Guide®. CCH is based in Riverwoods, Ill.
CCH offers a range of innovative online productivity tools as part of IntelliConnect™, including the award-winning CCH@Hand – a breakthrough application that speeds and integrates tax research with the workflows of accountants, tax preparers and lawyers.
We currently have a need for a Workflow Field Sales Representative.
Territory: Includes upstate New York and northern New Jersey
The Workflow Field Sales Representative for Wolters Kluwer Tax Accounting has primary responsibility for driving profitable sales growth in assigned accounting firms that meets or exceeds sales goals. Products sold are: ProSystem Document, Practice, Workstream, Portal, PDFlyer, CCHU, KnowledgeConnect products and corresponding training. Workflow Field Sales Representative activities include learning and staying informed on the complex and comprehensive Tax Accounting software product line; learning and following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
Specific responsibilities and requirements:
• Learns full line of Tax Accounting software products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard one week product training session for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline.
• Learns and executes the sales process for Tax Accounting software products and services by staying fully informed of the prescribed sales process.
• Manages assigned account list that supports a healthy sales pipeline by reviewing target list provided; organizing customers by segment and opportunity (e.g., size, type of firm)
• Drives new account/customer development to meet weekly, monthly, and annual sales goals planning and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings.
• Maintains and grows existing customer business to meet weekly, monthly and annual sales goals by contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay informed of their business needs, and the value provided by existing WK solutions.
• Improves TAA market share within the territory by identifying departments/business lines in target accounts using competitive products; engaging the client account at the management and executive level to identify business issues.
• Contributes to new product development and software issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements.
• Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity; grouping activities logically (e.g., in-person meeting in the same locale on the same or consecutive days).
Education Minimum: Bachelor’s Degree in business, accounting, marketing, or related field; OR, if no degree, 4 years outside sales experience for non-manufacturing/non-agriculture product/services.
Minimum Experience:
• 2 years of B2B sales experience OR 2 years accounting or finance experience working with tax-related rules, regulations and processes used within corporations and accounting firms including:
• Experience making in-person presentations to prospective clients to explain the business’ products and services and their alignment with the client’s needs.
• Experience presenting to all levels of the organization from c-level to end users of products and services.
• Experience using presentation tools PowerPoint; Live Meeting; Go to Meeting, WebEx etc..
• Consistent achievement of sales quotas.
• Experience developing and executing a business plan.
• Experience working independently with a minimum amount of oversight.
• Demonstrated proficiency with MS Office Suite (Word, excel, PowerPoint and Outlook)
• Sales management software; SalesLogix in particular
• Experience with CRM tools i.e. SalesLogix; salesForce.com; etc.
Preferred Experience (includes minimum):
• Experience using a Consultative sales approach
• 5 years of B2B sales.
• Consistent Club/Performance Awards.
• Working within a multi-division organization with various sales channels.
• Working in or selling products/services to the tax and accounting industry.
• Selling software or information services products and/or services.
• Selling in a high volume, mid-to-long sales cycles (3 months plus).
Preferred Knowledge (includes minimum):
• Formalized sales training
• Understanding of tax-related rules, regulations processes used within accounting firms or corporations.
• Understanding of tax software or information services products.
Travel Requirements:
Domestic travel to client sites, 40 to 60% of work time.
Ability to travel independently.
Must have valid driver’s license.
Must have a car.
Ability to travel by air.
Ability to obtain a credit card.
PHYSICAL DEMANDS
• Ability to work from home office
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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