Sales & Business Development Manager - Health Sales, South Central (remote)

Baltimore, MD
Jun 14, 2022
Jun 29, 2022
Full Time
OVERVIEWThe Sales & Business Development Manager position is responsible for developing new customers in the Commercial Market, executing sales activities to achieve goals, exceed revenue targets, and drive profitable growth for Clinical Effectiveness ("CE") products and solutions within the assigned territory. This position will generate new sales revenue where the primary focus will be on specified verticals of targeted businesses and companies who seek to integrate drug information into their systems. Activities include: learning and maintaining a deep understanding of CE solutions, customers, target markets and the industry as a whole; continuously seeking sales opportunities to support a healthy sales pipeline; executing and finalizing the sales process to meet revenue targets and sales quotas; maximizing revenue for CE products and solutions; contributing to new product development; managing time and resources effectively to accomplish sales goals; participating in organizational activities to meet or exceed company objectives; effectively manage the CRM tool of choice by the company and incorporate preferred selling techniques/processes while representing Wolters Kluwer within the industry.LOCATION: The territory is the South-Central region of the United States. This is a remote position and can be located anywhere near a major airport in the South and Central time zones in the United States. (WI, MI, IN, KY, TN, GA, FL, MD, DC, VA, NC, SC, AL, MS, LA, and AR).DUTIES & RESPONSIBILITIESLearns and maintains a deep understanding of CE products and solutions, customers, target markets and the industry as a whole by maintaining a high-level mastery of all processes, systems and applications utilized within Sales. mastering product, marketing, technical, and executive information provided in a timely manner (eg, features, benefits, pricing, intended use, value proposition) for a wide breadth of offerings; learning how products and solutions fit into client processes and contribute to their business performance; establishing competence in demonstrating product use; assessing product/service strengths and weaknesses relative to the competition; understanding business opportunities, including competitive positioning; identifying, developing, and maintaining relationships with experts and leaders in the field; obtaining and mastering strategic information critical to the market (eg, interests, priorities, technology trends, financial requirements); and collaborating with sales management and colleagues to continuously improve.Continuously seeks sales opportunities to support a healthy sales pipeline by reviewing and evolving a list of prospects (eg, by territory and market segment); researching contact information for decision-makers and influencers; building daily and weekly call lists to support a healthy pipeline; conducting introductory calls with sufficient volume to establish a full calendar; engaging potential clients at the management and executive level to identify business opportunities; seeking introductions to additional staff (eg, power users, managers/decision makers, IT, operations); networking and establishing relationships with key accounts and associations to identify additional leads; and managing and reporting all pipeline activity through the CRM database in accordance with timing and content standards.Executes and finalizes the sales process to meet revenue targets and sales quotas by meeting with potential clients face-to-face; discussing, documenting and fully understanding client business needs and goals (eg, workflow analysis); matching clients' needs with CE product and service offerings to create opportunities and generate revenue; conducting presentations and demonstrations; negotiating pricing and contract details; finalizing contracts and sales; and updating the CRM database throughout the client development process. Submits weekly and monthly reports detailing sales projections, pipeline and activity levels.Contributes to new product development by capturing regularly occurring or leading-edge customer/prospect requests that are garnered through the sale process; identifying gaps/issues where current products/solutions do not meet client needs; consolidating prospects requests/gaps; sharing information with internal teams (eg Product Development/Customer Success) to ensure a prospects issues and concerns are known; and managing expectations on the timing, delivery and scope of product/solution enhancements. Participates in organizational activities to meet or exceed company objectives by applying knowledge from background area of expertise to special projects that will help drive profitability and growth; participating in thought provoking, strategic discussions with departmental leadership; sharing analytical, quantitative, and conceptual insights to enhance the organization; identifying opportunities to collaborate across divisions/territories and/or leverage partnerships; collaborating with peers to develop and advance company-wide initiatives and strategies; and serving as a key business leader, thought leader, and role model within the organization.Represents Wolters Kluwer within the industry by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiatives; communicating in a professional, compelling, and articulate manner of speech, writing and formal presentation; 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.QUALIFICATIONSEducation: Bachelor's Degree in business or related field or equivalent job experience with quantifiable results of successExperience: 5 years of B2B sales experience in a comparable role including the following:Developing and qualifying prospect listsMaking in-person presentations and web conference presentations to prospective clients to explain the business' products and services and their alignment with the client's needsDeveloping and managing a large client baseConsistent achievement of sales quotas and targetsMicrosoft Office Suite (Word, Excel, PowerPoint, Outlook & Teams)Preferred Experience7 plus years business development experience within information services, including:Selling to healthcare professionals and IT professionals (C suite)Selling a complex product/service requiring in-depth knowledge of the client's business and the products functionalityDeveloping accurate sales forecastsDemonstrated ability to learn a complex product line quickly through self-initiative and disciplineOther Knowledge, Skills, Abilities or Certifications: Maintain professional demeanor and ability to develop and maintain relationships at all levels with internal/external stakeholdersCollaborative mindset - effective at developing corporate and/or organizational policies and execute the implementation of these policies at corporate levelStrategic and tactical capabilities and mindset - ability to analyze the markets, competitors and the company's strengths/weaknesses to overcome potential issues and convert to winning solutionsAbility to work with abstract ideas or situations across functional areas of the business and conceptualize/articulate them to a diverse audience in a concise mannerTRAVEL: requires 30-40% travel within territoryWolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

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