Senior Field Sales Manager

Wolters Kluwer

About The Position

As a Senior Field Sales Manager, you will elevate your role in driving our business success by representing our products and services with deeper customer understanding. You will have more autonomy in setting and negotiating terms and take a proactive approach to meeting sales targets within your designated territory. Primary responsibility is to sell ftwilliam.com software products and services in a defined territory. · Sell ftwilliam.com cloud-based software products and services in a defined territory made up of a specific geography of states in the U.S. · Partner closely with an assigned Account Manager to ensure customer retention/success and work together on new sales opportunities · Develop a strong understanding of the retirement plan administration market, our customers (TPAs, CPAs, Law Firms, etc.), and their daily workflow. · Prospect and develop new business in both existing accounts as well as new accounts. · Maintain and update information in Salesforce.com including activities, demos, and pipeline management · Utilize sales tech stack including Outreach.io, Gong, SalesIntel/ZoomInfo, LinkedIn/LinkedIn Sales Navigator, etc. in daily sales workflow · As needed, attend National and Local ASPPA and NIPA tradeshows to provide booth coverage. This includes learning and executing our Trade Show processes. · As needed, attend in-person customer/prospect meetings in defined territory · Develop relationships with major players in each of your large metro markets. · Submit timely reports as requested by the Sales Manager and/or Executive Management. · Contribute & exchange ideas and best practices to other members of the sales team. · Fast and thorough follow-up on inquiries from customers and prospects by phone, email, text message or applicable tech stack application · Work closely with the assigned Account Manager, Customer Service and Billing to solve billing/service issues that could affect the renewal of a subscription. · Support team, Business Unit, and corporate goals and objectives. · Perform various ad hoc duties as requested by Sales Manager.

Requirements

3+ years of over-quota sales experience.
College Degree or equivalent experience
Excellent verbal and written communication skills
Excellent organization, planning and presentation skills
Strong time management skills
Proficiency with Microsoft Office Products (PowerPoint, Outlook, Excel, Word) and Salesforce.com
Motivated self-starter
Strong sales ability with both a short and longer sales cycle
Detail oriented with strong analytical, time management and problem-solving skills.
Ability to work well individually and in a team.
Highly embracive of a ‘better together’ corporate culture
Ability to embrace and implement change
Ability to develop deep relationships with customers and prospects
Strong Customer Service skills
Enthusiasm and eagerness to learn
Consulting mentality—extracting insights, including the ability to understand & translate retirement industry terminology/workflow, from very complex and/or limited information to make a recommendation to stakeholders
Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work.
Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive ‘can do’ attitude and approach to problem solving
Innovative mindset; willingness to try creative and different ways of meeting sales goals.
Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations

Nice To Haves

Knowledge of and experience in the Retirement industry strongly preferred.

Responsibilities

Sell ftwilliam.com cloud-based software products and services in a defined territory made up of a specific geography of states in the U.S.
Partner closely with an assigned Account Manager to ensure customer retention/success and work together on new sales opportunities
Develop a strong understanding of the retirement plan administration market, our customers (TPAs, CPAs, Law Firms, etc.), and their daily workflow.
Prospect and develop new business in both existing accounts as well as new accounts.
Maintain and update information in Salesforce.com including activities, demos, and pipeline management
Utilize sales tech stack including Outreach.io, Gong, SalesIntel/ZoomInfo, LinkedIn/LinkedIn Sales Navigator, etc. in daily sales workflow
As needed, attend National and Local ASPPA and NIPA tradeshows to provide booth coverage. This includes learning and executing our Trade Show processes.
As needed, attend in-person customer/prospect meetings in defined territory
Develop relationships with major players in each of your large metro markets.
Submit timely reports as requested by the Sales Manager and/or Executive Management.
Contribute & exchange ideas and best practices to other members of the sales team.
Fast and thorough follow-up on inquiries from customers and prospects by phone, email, text message or applicable tech stack application
Work closely with the assigned Account Manager, Customer Service and Billing to solve billing/service issues that could affect the renewal of a subscription.
Support team, Business Unit, and corporate goals and objectives.
Perform various ad hoc duties as requested by Sales Manager.