Inside Sales Representative

Employer
UpToDate
Location
Baltimore, MD
Posted
Apr 20, 2017
Closes
Apr 21, 2017
Function
Sales
Industry
Other
Hours
Full Time
Wolters Kluwer works closely with healthcare industry partners, nursing programs and individual educators throughout the country to build world-class nursing education solutions that meet the demands of today's healthcare field.The Publisher's Inside Sales Representative for Nursing Education is responsible for promoting and securing adoptions of Lippincott's nursing textbooks, digital products and web-based solutions. The position covers an assigned territory consisting of nursing programs at educational institutions. The Inside Sales Representative (ISR) for the Health Learning, Research & Practice Unit within Wolters Kluwer Health is a challenging and fulfilling role. Successful ISRs are driven to continuously learn and help educational institutions change to more effective learning models.The ISR plays a pivotal role in:* Helping to shape the nursing education landscape.* Improving nursing students' learning success.* Making life easier for the nursing educators in higher education.* Preparing the next generation nurses for successful practice.ISRs have a territory of accounts with much untapped potential and work for an organization that strives to build effective performance conditions. ISRs have a Sales Manager who is first and foremost, a coach to help support career growth and learn emerging best practices in sales and marketing.ISRs play a leading role in moving Wolters Kluwer Health to the forefront of nursing education, particularly in the digital solution space, and they have uncapped earning potential along the way!Position OverviewThe Inside Sales Representative sells digital solutions, and print and electronic textbooks, to faculty in higher education institutional facilities (eg, graduate nursing programs). The ISR is responsible for gaining market share from new customers and maintaining and growing existing accounts in the assigned territory.Additionally, ISR is expected to meet or exceed an annual sales quota and the compensation potential is uncapped. The basic sales approach is the use of solution sellinga€”helping institution faculty understand their needs and translating that into effective solutions.ESSENTIAL DUTIES AND RESPONSIBILITIES* Maximize revenue by selling into new and existing accounts primarily through phone sales, e-mail, and online presentations.* Meet or exceed assigned sales quotas.* Stay on top of trends and market shifts in the higher education market, Health Learning, Research & Practice products, competitors, and sales approaches.* Develop opportunities through prospecting (phone and email), and through leads driven via webinars, email promotions, trade shows and events, and web and phone inquiries.* Execute an entrepreneurial approach a€“ initiate proactive communication with customers to lay the groundwork to nurture prospects into opportunities.* Lead discovery sessions with effective questioning and active listening techniques to identify faculty members' key needs and pain points. Use a consultative approach to develop a future vision for their course and position P&E's products as an instrumental part of that vision.* Conduct compelling digital product demonstrations that highlight the value Health Learning, Research & Practice solutions offer to the customer by addressing their specific pain points (most presentations will be conducted via online meeting tools, but in-person presentations will be required from time to time).* Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential.* Use sales tools and follow the established sales process that aligns with the customer buying process.* Maintain accurate and complete records in the CRM system and prepare and submit accurate and timely forecasts.* Partner closely with internal stakeholders in Field/Enterprise Sales, Instructional Services, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention.* Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain appropriate approvals, and provide information to customers regarding terms of sales.* Work collaboratively with Marketing and Publishing teams and represent the "voice of the customer".* Manage time and resources effectively to maximize selling time.* Participate in and present at regional and national trade shows, conferences, and sales meetings.* Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork.* Be teachable by participating in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Sales Manager/Coach.Qualifications: Qualifications2+ years of on-quota inside sales experience including:* Excellent relationship building skills and ability to engage clients in a consultative manner.* Experience in account management, phone/online presentations, and closing deals within assigned territory.* Proficiency with MS Office; Word, Excel, PowerPoint and Outlook.Education* A Bachelor's degree preferred, or equivalent experience is required.Required Experience:A minimum of 2+ year of on-quota, inside sales experience including:* Following a sales process to meet or achieve sales quotas in a competitive industry.* Evidence of self-development in sales, marketing, and solutions.* Conducting product demonstrations live and via online meeting tools.* Forecasting and reporting on sales activity using a CRM tool.* Collaborating with multiple internal stakeholders.* Microsoft Office Suite; proficiency with Word, Excel, PowerPoint, and Outlook.We will also consider candidates without sales experience that meet the majority of the required competencies and skills.Preferred Experience, Knowledge, Skills, Abilities or Certifications::3 years of on-quota, inside sales experience including:* Experience selling digital or online solutions with a consultative sales approach.* Experience selling in the healthcare, education, or publishing industry (with established contacts).* Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools.* Must have excellent written and verbal communication skills as well as strong interpersonal skills.* Ability to work independently and as part of a team.* Must be able to work with little supervision.* Strong planning and organization skills.* Commitment to sales coaching programs.* Ability to work in a rapidly changing environment.* Strong analytical and problem solving skills.Travel Requirements:* Occasional overnight travel is required, including 2 - 3 sales trips per year and 2 one-week sales meetings per year.* Must be able to travel independently by air and by car.* Must possess a valid and unrestricted driver's license.The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They're not intended to be an exhaustive list of all duties and responsibilities and requirements.About Wolters KluwerWolters Kluwer NV (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.Wolters Kluwer reported 2016 annual revenues of a‚ not 4.3 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, LinkedIn, and YouTube.EQUAL EMPLOYMENT OPPORTUNITYWolters 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.Posted by StartWire. Apply now!.

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