Senior Field Sales Executive Floater

Wolters Kluwer•Tampa, FL

9d•$71,300 - $124,500•Hybrid

About The Position

The Senior Field Sales Executive Floater for Wolters Kluwer Research & Advisory is responsible for driving profitable sales growth and providing temporary sales coverage to assigned accounting firms and/or corporations across multiple territories, while meeting or exceeding sales goals. The role requires weekly attendance at a designated Wolters Kluwer office and reports to the VP, Field Sales – Tax & Accounting, North America – Research & Advisory. The position develops expertise in Research & Advisory and Tax & Accounting products and applies the prescribed sales methodology to customers’ needs. It manages sales pipelines and CRM records, develops new business through prospecting, client meetings, industry events, and presentations, and retains and expands existing accounts through consultative engagement. The role also gathers client feedback for product teams, pursues competitive accounts, plans sales activity efficiently, collaborates across teams, and maintains business plans, forecasts, and sales reports. The role involves up to 10% travel for client visits and team meetings, with minimal overnight travel (one to two times per quarter). It is eligible for commission. The listed compensation range is $71,300 to $124,500 USD, with actual base salary depending on factors including skills, experience, and hiring location.

Requirements

Bachelor’s degree or equivalent relevant experience.
At least 3 years of internal Wolters Kluwer sales experience with Tax content/SaaS or software products, or Tax & Accounting industry sales experience involving Tax content/SaaS/software product solutions.
Experience developing and qualifying prospect lists.
Demonstrated ability to consistently meet or exceed sales quotas and performance goals.
Experience creating and executing business plans and accurate forecasts.
Experience applying a consultative sales approach to uncover customer needs and deliver tailored solutions.
Ability to turn networking contacts into viable business opportunities.
Experience delivering effective product presentations virtually and occasionally in person, aligned with client needs.
Ability to work independently with minimal supervision.
Advanced written and verbal communication skills.
Strong attention to detail and ability to manage multiple high-priority tasks.
Ability to work in a fast-paced, collaborative, and matrixed environment.
Professionalism, a strong work ethic, and commitment to excellence.
Flexibility to work extended hours when needed.
Excellent facilitation and influencing skills, including the ability to drive collaboration without requiring consensus.

Nice To Haves

Proven success in an inside or virtual sales role.
At least 5 years of B2B sales or account management experience, ideally with software/SaaS business applications or information services.
Recognition for top performance, such as Pinnacle Club, President’s Club, Chairman’s Club, or other sales achievement awards.
Experience navigating multi-divisional organizations and working across various sales channels.
Familiarity with Tax and/or Accounting concepts and terminology.
Formal sales training, such as Challenger Sales or similar methodologies.

Responsibilities

Develop deep expertise in Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning.
Apply the prescribed sales methodology to position products and services in alignment with customer needs and business goals.
Organize and prioritize accounts, research decision-makers, maintain a healthy sales pipeline, and update Salesforce.com records accurately and promptly.
Generate new business through proactive prospecting, in-person meetings, industry events, presentations, and closing sales.
Engage existing clients to understand changing needs, reinforce the value of current solutions, and identify upselling and cross-selling opportunities.
Assess customer needs and deliver tailored solutions using a consultative sales approach.
Identify product gaps, collaborate with product teams to turn client feedback into actionable specifications, and manage expectations about enhancements.
Target competitive accounts and engage stakeholders to uncover business challenges and position Wolters Kluwer solutions.
Plan and schedule sales activities to maximize productivity and territory coverage.
Share insights, strategies, and market intelligence with colleagues and work with sales leadership to resolve account conflicts.
Create and maintain an Annual Business Plan, accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.