Manager, Sales Business Retention - Software - *Hybrid Remote*

Wolters Kluwer Tax & Accounting North America is looking for a Manager, Sales Business Retention to join our team in our Kennesaw, GA office! *This is a hybrid remote position*

Wolters Kluwer Tax & Accounting North America (TaxNA.WoltersKluwer.com) has served tax, accounting and audit professionals, within the United States and Canada, since 1913. Our market-leading solutions include:  CCH® Axcess™,  CCH®ProSystem fx®, CCH® AnswerConnect®, CCH® iFirm, ATX™, TaxWise®, U.S. Master Tax Guide®, Taxprep and Cantax in Canada, and CCH® SureTax® and CCH® Sales Tax for businesses requiring sales and use tax compliance.  Today, tax and accounting professionals within small firms, have evolving needs and expectations and count on Wolters Kluwer to provide solutions that help them navigate complex tax laws with accuracy, greater mobility and speed. These needs place a premium on access to agile systems, integrated workflows, and solutions that simplify the tax and accounting compliance ecosystem.

As the Manager, Sales Business Retention for Wolters Kluwer Tax & Accounting North America, you will be accountable for achieving a multi-million dollar annual sales objective through effective management of a business retention sales team of 8-10 inside sales representatives.   Additionally, you will be responsible for hiring, training, coaching and ongoing performance management (up to and including termination) of sales associates. This requires a deep understanding of the sales process, tax compliance and accounting solutions. You will assist in developing, directing and executing sales strategies to ensure consistent sales results and will report to the Associate Director, Account & Relationship Management – Wolters Kluwer Tax & Accounting North America.  Specific responsibilities and requirements are as follows:

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Manages and drives a renewal sales team to meet and exceed quota and assists reps in maintaining and mastering on-going relationships with each customer on the basis that each communication provides value to the customer
• Provides regular, ongoing, one-on-one coaching with sales reps to continually enhance their sales success and development; evaluates skill levels throughout the entire sales cycle (prospect, question/develop, demonstrate, propose, negotiate, close) to identify strengths and weaknesses, and assists with plans and ideas to improve their effectiveness; utilizes all available coaching opportunities including:  regular 1:1 meetings, joint customer calls, phone observations and sales strategy planning
• Provides ongoing skill, industry, product and process training to the sales team through regular team meetings
• Understands customers’ current business environment and ongoing strategy
• Intuitively and proactively understands customer concerns and facilitates escalation to the appropriate resources
• Positions and matches CCH Small Firm Solutions capabilities to each customer's business driver and challenges
• Acts as a customer advocate/peer to ensure all potential service objectives are addressed and met
• Ensures a positive customer experience with all customers
• Strategizes with team to grow revenues for assigned territory by identifying potential accounting, workflow and training opportunities
• Maintains high capacity to learn terminology, technology and new products in a dynamic learning environment
• Develops and maintains knowledge of tax compliance solutions and other adjacent solutions which benefit the small firms market

• Recruits, interviews, selects and onboards new sales reps to the team and continually develops interviewing skills to select candidates with the skills, knowledge and talent to succeed
• Develops and maintains knowledge of organizational structure and processes to assist sales reps in effectively making sales or escalating and resolving issues
• Regularly inspects key individual sales metrics used for diagnosis (i.e. call activity, opportunity pipeline, CRM usage, etc.)
• Interacts constructively with other management personnel throughout the business and acts as an advocate for the team and customer
• Effectively manages time to achieve both sales and development goals
• Maintains timely email and voicemail response with both internal and external customers

QUALIFICATIONS

Education:

• Bachelor’s Degree or equivalent years of relevant experience

Minimum Experience:

• 3 or more years of sales management (supervisory) experience or completion of Wolters Kluwer Future Leaders training program
• 3 or more years of successful strategic/solutions sales experience or related discipline
• Track record of effectively coaching individuals to attain sales results
• Demonstrated ability to provide ongoing training and development to a sales team
• Proficiency with Salesforce.com or other comparable CRM application

Preferred Experience:

• Prior Tax & Accounting industry sales or other relevant work experience
• Experience with software/SaaS or digital content product sales
• B2B inside sales, contact or call center sales/supervisory experience

Other Knowledge, Skills, Abilities, or Certifications:

• Excellent interpersonal skills -- working effectively and collaboratively with a wide range of people at all levels
• Strong planning, organization and time management skills
• High goal orientation--focused on achieving/exceeding expected results
• Strong customer focus--dedicated to meeting the expectations and requirements of customers and acts with customer in mind
• Demonstrated learning aptitude – maintain ability to absorb and apply extensive industry and product knowledge to customers
• Multitasking--manage multiple functions simultaneously and work in a dynamic, fast-paced environment
• Exercises initiative--does not wait for direction to take action

TRAVEL REQUIREMENTS

• Up to 10% for company events

#LI-Hybrid Remote