at Wolters Kluwer in Springfield, Illinois, United States
Job Description
Location : Remote US
Primary responsibility is to sell ftwilliam.com Managed Services/BPO offerings in a defined territory.
Essential Duties and responsibilities
+ Sell ftwilliam.com Managed Services offerings in a defined territory made up of a specific geography of states in the U.S.
+ Partner closely with the Managed Services Team and the territory Account Manager to ensure customer retention/success
+ Partner closely with the Managed Services Account Executive Team Lead on new sales opportunities to ensure accurate prospecting & discovery of new opportunities
+ Develop a strong understanding of the retirement plan administration market, our customers (TPAs, CPAs, Law Firms, etc.), and their daily workflow.
+ Partner closely with the territory ftwilliam.com Software Account Executive to ensure customer or prospect is properly licensed for the software products needed to support Managed Services.
+ Prospect and develop new Managed Services business in both existing accounts as well as new accounts.
+ Maintain and update information in Salesforce.com including accurate monthly forecast, activities, demos, and pipeline management
+ Constant pipeline growth & management, including opening new opportunities and booking new appointments to support achievement of sales goals.
+ Accurate monthly new sales forecasting, including a commit to the business that supports sales goal attainment.
+ Utilize sales tech stack including ChatGPT (AI), Outreach.io, Gong.io, SalesIntel.io, LinkedIn/LinkedIn Sales Navigator, etc. in daily sales workflow
+ Establish and maintain solid and high activity prospecting practices; meeting or exceeding assigned outbound email and call KPIs.
+ Ensure that customer and prospect meetings include all relevant stakeholders from the Managed Services, Leadership & Software teams
+ As needed, attend National and Local 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.
+ Immediate and thorough follow-up on inquiries from customers and prospects using the applicable sales tech stack application(s)
+ Work closely with the assigned Account Manager, Customer Service and Billing to solve billing/service issues that could affect the renewal of a Managed Services subscription.
+ Support team, Business Unit, and corporate goals and objectives.
+ Perform various ad hoc duties as requested by Sales Manager.
Job Qualifications
Minimum: College Degree or equivalent experience
+ 3+ years of over-quota sales experience.
+ Knowledge of and experience in the Retirement industry strongly preferred.
+ 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
CORE COMPETENCY REQUIREMENTS:
+ Motivated self-starter
+ High levels of outbound activity – both written and verbal – on a daily, weekly and monthly basis to support achievement of sales goals.
+ 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’ and ‘elevate your game’ 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
TRAVEL REQUIREMENTS
+ Less than 10% travel. Travel based on the needs of the business.
EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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