Senior Sales Business Retention Associate

Wolters Kluwer • Minneapolis, MN

11d • $40,000 - $67,550

About The Position

The Senior Sales Business Retention Associate is responsible for retaining and growing revenue within an assigned portfolio of existing customers. This role combines account management, consultative selling, and proactive renewal management to maximize customer value and long-term retention. The Retention Associate owns the renewal lifecycle from early engagement through contract close, proactively building relationships with key contacts, demonstrating product value, and identifying opportunities to expand customer usage. Success in this role requires a strong consultative sales approach focused on renewing business, increasing product adoption, and generating incremental revenue through upsell opportunities. The primary responsibility of the Retention Associate is to secure research product renewals, increase revenue within the existing customer base through upselling and product adoption, and successfully deliver annual price increases set forth by the business. The Retention Associate also identifies and forwards qualified opportunities to the appropriate Sales channels when appropriate. These functions are performed in a manner consistent with company established timelines and objectives.

Requirements

• BS/BA degree in a business-related field or equivalent work experience in a professional sales setting.
• Minimum of 2 years of experience in a sales, account management, customer success, or customer-facing role including:
• Experience making presentations to prospective or existing clients to explain the business' products and services and their alignment with the client's needs.
• Experience using online presentation tools.
• Experience using a consultative sales approach to identify customer needs and position appropriate solutions.
• Intermediate experience with recent version of Microsoft operating systems and Office, especially Word and Excel.

Nice To Haves

• 1 year of experience in a sales retention or account management role with responsibility for renewing and growing existing customer revenue.
• Technical, software or online solutions sales experience a plus.
• Experience selling on premise and cloud-based solutions and services.
• Experience working in a highly matrixed environment.
• Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module, Salesforce.com).
• Understands the workflow of Tax Research and Auditing Departments.
• Demonstrated ability to create positive working relationships with customers, co-workers and leaders.
• Strong customer service, relationship management, and interpersonal skills.
• Demonstrated ability to work independently and meet deadlines consistently with minimal supervision.
• Good organizational skills and ability to prioritize work effectively to meet business needs.
• Excellent English language skills required, both verbal and written.
• Experience with CRM tools, i.e. SalesLogix; Salesforce.com

Responsibilities

• Owns and manages a portfolio of existing customer accounts and is responsible for retention, renewal execution, and revenue growth within the assigned book of business.
• Responsible for achieving assigned renewal rate and revenue retention targets within the assigned portfolio of accounts while identifying opportunities to increase customer spend through product adoption and expansion.
• Learns the full line of CCH TAA Tax Research and Audit products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients and position solutions that meet customer needs.
• Handles account management activity for Tax Research software customers to effectively promote and facilitate a positive renewal environment for the customer while strengthening long-term relationships.
• Proactively manages renewal cycles beginning approximately 90–120 days prior to contract expiration by engaging customers early, reinforcing product value, identifying risks, and positioning successful renewal outcomes.
• Initiates and manages customer engagement well in advance of renewal to establish value, mitigate churn risk, and ensure renewal conversations are not limited to invoice delivery.
• Executes the consultative sales process for Tax & Accounting Research products and services by staying fully informed of the prescribed sales methodology and aligning solutions with customer workflow and business needs.
• Identifies opportunities to expand revenue within existing accounts through upselling, cross-selling, increased product utilization, and additional product adoption.
• Conducts outbound customer engagement including phone calls, virtual meetings, and targeted outreach campaigns to build relationships, communicate value, and drive renewal and expansion opportunities.
• Maintains consistent proactive engagement with customers through phone, email, and virtual meetings to ensure sufficient activity levels that support renewal success and account growth.
• Handles renewal activity for accounts, add-on sales activity, account management and other sales services and effectively tracks and manages renewal cycles throughout the year.
• Maintains accurate pipeline management, renewal forecasting, and activity tracking within CRM tools to ensure visibility into renewal health and growth opportunities.
• Contributes to new product development that meets customer needs by identifying gaps where current products do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications.
• Improves WK CCH TAA Tax Research and Auditing market share by strengthening customer relationships, increasing product adoption, and ensuring customers realize the full value of Wolters Kluwer solutions.
• Collaborates with Management, Retention Representatives, Account Executives and Alliance Team in developing joint sales plans, business plans, presentations, and creating referrals.
• Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity.
• 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.
• Communicates Wolters Kluwer competitive advantage to customers in a compelling articulate manner in verbal and written conversations and presentations.
• 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.
• Proactively pursues professional development activities (e.g., attending seminars, reviewing professional publications, establishing personal networks).
• Manages time and company resources appropriately.
• Performs other duties as assigned by supervisor.

Benefits

• Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave.
• Full details of our benefits are available upon request.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level