Senior Field Sales Executive - Account Manager

Wolters Kluwer•Ваверскі сельскі Савет, MA

1d•Remote

About The Position

The National Account Executive sells Wolters Kluwer’s Compliance Solution products and is primarily focused on growing WK’s business by selling primarily to existing mid-market and upper-market insurance firms. Individual spends significant time developing and nurturing the national account customer as well as activities to retain existing customers. Individual utilizes knowledge of the customer’s business strategies, products, services, marketing techniques and policies to leverage in providing WK solutions. Individual partners with assigned Account Manager to develop account plans that meet the goals and objectives of respective territory. Individual works in a financial environment with a complex financial structure/decision-making hierarchy and (with a strong product, IT and financial foundation) offers appropriate solutions to prospects.

Requirements

Bachelor’s degree in Business, Sales/Marketing or related field, or equivalent job-related experience.
Previous direct account management, inside sales or outside sales experience (5+ years).
Working knowledge of financial or insurance related product offerings.
Understands an insurance agency’s structure and impact on a sales cycle or plan.
PC knowledge and experience with basic technology components such as MS Word, Excel, and PowerPoint
Basic knowledge of core systems an insurance company might use.
Business background with basic understanding of financial statement analysis and accounting concepts/terminology desired.
Effective prospecting skills—understands the importance of new contacts and opportunities and dedicates time to developing more of both.
Effective presentation skills in a variety of formal settings with the ability to deliver in a professional, compelling manner.
High level of experience with group or committee dynamics.
Demonstrates excellent verbal and written communication skills—maintains an appropriate balance of speaking and listening.
Excellent consultative skills with customer driven focus—dedicated to meeting the expectations and requirements of internal and external customers.
Acts with the customer in mind while balancing the interests of the company.
Excellent listening and interpersonal skills.
Excellent questioning/investigative skills to uncover customer’s needs and creatively translate to WK solutions.
Demonstrates an appropriate sense of urgency to positively influence revenue by effectively accelerating the close of a sale.
Results driven and goal oriented.
Strong negotiation skills.
Excellent planning, organizational and prioritization skills.
Plans for short-term and long-term success and executes against the plan.
Demonstrated ability to manage multiple tasks simultaneously.
Professional image/presence tailored to target audience.
Problem-solving skills—solution oriented, able to identify problems and suggest solutions.
Effective decision-making skills—accountable for making good decisions in a timely manner, sometimes with incomplete information and under tight deadlines and pressure.
Expertise in cost benefit analysis to show value add.
Ability to work both independently and as a team player in a team environment.
Ability to retain product and compliance information.
Ability to work with multiple levels of the institution (S-Suite, Director, Manager and User Level).
PC knowledge and experience with understanding of basic technology components.
Ability to utilize the PC as a sales and administrative tool.
Ability to overcome obstacles and objections.
Ability to work in a fast-paced changing environment.
Regular attendance and strong work ethic.
Maintain a valid driver’s license.

Responsibilities

Personal contacts with insurance firms primarily mid-market and enterprise level as well as Health companies.
Maintains knowledge of product line that includes compliance, risk, regulatory content, and workflow solutions.
Makes an average of 1-2 financial institution calls per day.
Achieves sales objectives by growing existing inventory and focusing on new sales growth within the assigned territory, including product and account penetration.
Devotes time to developing and nurturing existing and new customers.
Collaboratively works with Account Manager partner in serving the customers; plans and executes sales strategy.
Maintains excellent customer relations.
Understands and presents complex products/solutions.
Responsible for maintaining accurate records of account activity in Salesforce.com.
Responsible for updating key opportunity information to provide an individual forecast that contributes to a team forecast on a timely basis.
Maintains product knowledge, market awareness and competitive knowledge.
Communicates with sales teams, sales management, inside sales and account management.
Maintains and develops skills in the areas of product knowledge, industry knowledge, WKFS systems, technology, customer relations and selling techniques.
Performs administrative responsibilities; recordkeeping, reporting, customer database maintenance, corresponding and communicating with pertinent information.
Works with many individuals within the company and within the financial institution to achieve the sale.
Operates within the guidelines of WKFS in managing expenses.
Performs other duties as assigned by management.