Wolters Kluwer
Educational Inside Sales Representative
Educational Inside Sales Representative – Professional Education Division of Wolters Kluwer, Baltimore, Maryland
Wolters Kluwer Health is a leading global provider, with approximately 2,600 employees in 36 countries worldwide, of information for professionals and students in medicine, nursing, allied health, pharmacy and the pharmaceutical industry. Professionals and students have long relied on the company’s textbooks, reference products, and journals. Their bibliographic, reference and pharmaceutical databases, drug information software, point-of-care tools, web-based information systems and online continuing education products also support the delivery of health information via interactive formats. The Health division is comprised of four business units of which Professional Education is one.
The Professional Education business group, under the Lippincott Williams Wilkins (www.LWW.com) brand, publishes critical information, including many of the world's leading textbooks, reference tools and related products published for medical, nursing and other health professionals and students. LWW provides essential information for healthcare professionals in print and electronic formats, including textbooks, journals, CD-ROM, and via Intranets and the Internet.
The Educational Inside Sales Representative (ISR) for Wolters Kluwer Education Sales Channel has primary responsibility for driving profitable sales growth in assigned accounts within a geographic territory from LWW and sister-company products that meets or exceeds sales goals. The Educational Sales Channel focuses on selling both printed and electronic textbooks and related materials for faculty and students in physician, nursing, and allied healthcare programs. Customers are higher educational institutions and sales are made via phone or web/live meetings.
ISR activities include learning and staying informed on the complex and comprehensive LWW product line; managing an assigned list of approximately 150 - 200 accounts; following a comprehensive sales process to expand existing accounts; maintaining and growing existing customer business to meet annual sales goals; improving WKH market share within the territory, managing time and resources effectively; understanding and communicating customer needs to inform product improvements and product extensions; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.
Learns full line of LWW professional and educational products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in product training sessions; studying information provided by product management and marketing in timely manner until mastered; working with actual products to establish and Contributes to sales forecasting, including maintaining accurate and complete information in SalesLogix, estimating sales pipeline probabilities, and compiling information into regular reports as requested.
Performs other duties as requested by Supervisor.
• Drives new account/customer development to meet weekly, monthly, and annual sales goals by staying fully informed of the prescribed sales process; understanding the complexities of selling to non-profit, higher education systems (e.g., interacting with instructors, consultative sales relationship)
• Maintains and grows existing customer business as well as new customers to meet annual sales goals by contacting existing clients and zero based accounts in sufficient volume and with appropriate regularity to stay informed of their educational textbook and electronic needs and the value provided by existing Wolters Kluwer solutions; seeking contact with additional faculty and staff; and expanding usage or selling modified or upgraded solutions to meet current or future client needs.
• Represents the "voice of the customer" to marketing and editorial teams by capturing regularly occurring or leading-edge customer requests that are garnered through the sale process; consolidating requests and sharing information with Editorial and Marketing staff to contribute to product and marketing strategy and execution; prospecting editorial opportunities for new products; utilizing the editorial lead form and book proposal form to communicate opportunities; and communicating with Marketing to design, launch and manage sales events, contests and other special promotions.
•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.
Education:
•Minimum: Bachelor's Degree in business or related field; OR, if no degree, 5 years inside sales experience
Experience, Knowledge and Tools:
•Minimum Experience: 1 year of inside sales experience, including: Conducting phone/LiveMeeting presentations to prospective clients to explain the business' products and services and their alignment with the client's needs
•Using online presentation tools
•Consistent achievement of sales quotas
•Utilizing and troubleshooting technology (e.g., laptop, software applications, internet
connectivity)
Preferred Experience (includes minimum):
•3 years publishing inside sales experience, including: academic publishing or content delivery (i.e.: e-books, journals, print, medical or health care reference) sales
•Technical or on-line solutions sales
• Working within a multi-division organization with various sales channels
•Selling to licensed and regulated professionals – healthcare profession in particular.
•Long sales cycles (6 - 12 months)
•Consultative sales approach
•Demonstrated ability to learn a complex product line quickly through self initiative and discipline
Minimum Knowledge:
•Sales process and activities
•Computers and software
•English language
Preferred Knowledge (includes minimum):
•Online reference and education materials
Tools:
• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
• Tools and process enabling connection to internal systems
•Sales software; SalesLogix in particular and other sales tracking skills
TRAVEL REQUIREMENTS:
Occasional overnight travel, approximately 2-3 sales trips per year.
2 one-week sales meetings per year
• Ability to work in a normal office environment. • Extensive phone work.
About Wolters Kluwer:
Wolters Kluwer 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.
Click here for all jobs in Wolters Kluwer
Email this job to friend
Open all references in tabs: [1 - 3]