Senior Sales & Business Development Representative (Enterprise Account Manager)

Wolters Kluwer Health Division is looking for a Senior Sales & Business Development Representative (AKA: Enterprise Account Manager) for Central/Midwest regions consisting of nursing programs at educational institutions.

As the Enterprise Account Manager (EAM) for the Wolters Kluwer Education Sales Channel has primary responsibility for driving profitable sales growth in educational institutions through converting existing customers to an institutional fee model. This role sells nursing full-curriculum solutions and technology solutions to higher education institutional facilities gaining market share by growing existing accounts in coordination with the local account manager. Customers are nursing programs at higher educational institutions and sales are made via the phone, webinar and in-person through sales presentations. The basic sales approach is the use of solution selling—helping institution faculty, Directors and Deans understand their needs and translating that into effective solutions.

Essential Responsibilities

• Convert existing accounts into a fee-based institutional model.

• Maximize revenue by selling technology solutions into new and existing accounts.

• Continually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approaches.

• Develop solid, strategic relationships with key decision makers at targeted accounts

• Lead discovery sessions with effective questioning and active listening techniques to identify customers’ key needs and pain points at the account level (i.e., deans, directors, and c-suite executives) and at the course level (i.e., faculty members).

• Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position P&E’s full-curriculum solution as an instrumental part of that vision.

• Conduct compelling digital product demonstrations that highlight the value P&E solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools).

• Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential; gather and analyze data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future sales.

• Partner closely with internal stakeholders in Inside Sales, Field Sales, Marketing, Product, Customer Success, and Customer and Technology 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 in coordination with the sales account manager.

• Collaborate with Marketing and Publishing teams and represent the “voice of the customer”.

• Participate in and present at regional and national trade shows, conferences, and sales meetings.

Minimum Qualifications:
 

Education:

College degree (BA/BS)

Experience:

• 3+ years of on-quota sales experience

• History of consistent over-quota achievement in a highly competitive market

• Evidence of self-development in sales, marketing, and solutions

• Forecasting and reporting on sales activity using a CRM tool

• Conducting product demonstrations live and via online meeting tools.

Preferred Qualifications

• Experience selling in the healthcare, education, or publishing industry (with established contacts)

• Experience selling to high-level (i.e., C-Suite) institutional decision-makers

• B2B digital solutions sales experience

• Demonstrated success selling complex digital solutions to large institutions.

• Negotiating with individual buyers (e.g., faculty, line managers) and institutional decision makers (e.g., deans, directors, and c-suite executives)

Travel
Travel is required up to 50% of work time.

The Point (lww.com)

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