• Inside Sales Representative

    Wolters Kluwer (Phoenix, AZ)


    OVERVIEW

    We are searching for a Inside Sales Representative - Growth Account Manager to join our team!

     

    In this role, you will be using your relationship building and networking skills in the healthcare market to expand the use of Clinical Effectiveness solutions for healthcare institutions within your assigned territory. The Growth Account Manager will own the entire sales cycle from start to finish with a select number of accounts in their territory. The Growth Account Manager will be responsible for the retention and growth of existing customers (60-70%) along with acquisition of new customers (30-40%). Territories are subject to change periodically.

    DUTIES & RESPONSIBILITIES

    Opportunity Identification & Development

    + Coordinate closely with Overlay Teams for New Business Opportunities

    + Identify target opportunity and stakeholders

    + Facilitate outreach and background information collection with new opportunity

    + Identify and build relationships with key stakeholders

    + Conduct customer needs assessment

    + Qualify target opportunity based upon account value, threats, and barriers

    + Determine opportunity accountability & responsibilities by role for active selling phase

    Active Selling

    + Identify and validate customer needs

    + Communicate product value proposition and solution design

    + Customize product solution proposal and messaging

    + Develop and review implementation scope

    + Obtain solution acceptance

    + Execute collaborative active selling functions including contract creation, terms and conditions development, quoting, and contract modifications

    + Conduct contract reviews, pricing, negotiation

    + Obtain final signature and finalize order

    Customer Management

    + Review account utilization management reporting

    + Conduct account review meetings

    + Provide ad-hoc customer support and issue routing

    + Collaborate with marketing in account communications planning and marketing campaigns

    + Identify and close cross-sell and up-sell opportunities

    + Execute contract renewals

    QUALIFICATIONS

    **Education** : College degree or equivalent work experience

    Experience:

    + 3+ years of full cycle B2B sales experience in healthcare industry, preferred

    + Demonstrated ability to build relationships with and present to key decision-makers, a plus if background is with hospitals and health systems

    + Excellent account management skills and ability to manage external and internal business priorities

    + Strong organization skills to manage large book of business

    + Ability to demonstrate and communicate value of sophisticated and complex products/technologies

    + Highly motivated, with proven ability to over-achieve individual and team-based targets

    + Ability to construct, present and execute a Territory Business Plan

    + Ability to effectively partner with overlay team to achieve mutual goals

    + Microsoft product suite and SalesForce.com experience, preferred

    Desired Attributes

    + Experience selling Saas/software products

    + Experience working for large enterprise organizations

    + Exceptional verbal and written communication skills

    + Superior time management, prioritization, and organizational skills

    + Excellent administrative and organizational skills and process-orientation

    **TRAVEL:** 10% - 25% as necessary for occasional customer and team meetings approved by the business

     

    The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all duties and responsibilities and requirements.

     

    _Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process._

    Compensation:

    Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $52,800 - $72,600

     

    This role is eligible for Commission.

     

    **Additional Information** :

     

    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.

     

    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.