Director, Field Sales

Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right.

Who We Are: Wolters Kluwer: The world is a big place, find your place here.

What We Offer:  

The Sales Director role leads leaders and offers the opportunity to grow something amazing and truly impactful in the organization. This small to medium sales segment (SMB) is growing rapidly and needs an innovative and inspiring leader who can bring experience and fresh ideas and positively direct our Sales Managers to greater success. Wolters Kluwer offers an engaging team environment, the ability to work a remote schedule, as well as amazing benefits.

What You'll be Doing:

The Director, Sales - SMB reports directly to the Global Head of Sales and is a valued member of the Senior Sales Leadership Team (SSLT) and directs the work effort and performance of leaders leading quota-carrying account executives for small and mid-market opportunities.  You will be serving  customers & prospects  in Financial Institutions less than $2B in assets and non-financial institutions with less than $500M in annual sales revenue. 

You'll also be responsible for managing the budget of the team, enforcing clear governance, and supporting the leaders and account executives, to deliver against sales targets. You're accountable for the performance of the team by managing and paying close attention to key performance indicators and providing coaching and mentorship when needed.

A strong culture is pivotal to the success of WK Compliance Solutions, which the SMB sales segment leader will be responsible for nurturing and maintaining by partnering with other members of the SSLT, inspiring the SMB Sales Leaders, generating excitement and engagement within their account segment, and fostering a collaborative culture with other functions that support the go-to-market strategy (e.g., marketing, product, sales, Solutions Consulting, Account & Relationship Management, Sales Support).

Key Tasks:

• Develop and implement plans and strategies to define and execute an integrated Compliance Solutions sales strategy in alignment with the Vice President, Global Head of Sales strategic direction.
• Integrate additional inside sales accounts obtained in future acquisitions to enable growth and ensure a seamless transition process.
• Solicit input from other sales leaders, sales operations, and data teams to determine effective thresholds for account segmentation; apply criteria to future acquisitions and integrate as needed
• Establish sales metrics for accounts and reps based on overall sales strategy to maximize quota retirement; hold inside sales team accountable to metrics by managing forecasts, budget, and coaching.
• Provide insights into inside sales team’s performance and identify strategies / growth opportunities that help WK Compliance Solutions meet its revenue, growth and retention objectives.
• Monitor the pipeline and identify accounts with potential new, cross-sell, or up-sell opportunities.
• Create a workforce planning strategy, hire approved positions, and develop additional field sales resources, as needed, to drive and maintain high performance.
• Provide coaching to leaders of and to Inside Sales Reps to support deal closure and develop team talent.
• Foster a highly engaged, motivated, and strong-performing culture.
• Develop effective internal business relationships with other sales leaders including Field Sales and Technical Sales.
• Develop knowledge of industry specific trends, regulations, and engage in associations to elevate WK CS industry expertise or brand presence.

You're a Great Fit if You Meet These Requirements: 

Education: BA or BS Degree from an accredited College or University, or equivalent related experience.

• Minimum of 10 years’ Sales Leadership and Sales Management experience with a documented track record of success, in a related industry, or equivalent.
• Exceptional sales leadership skills, with track record of leading leaders to new heights.
• Our state of the art sales tech stack of SFDC, GONG, GONG engage, and many more needs an expert to maximize our account executives time and resources to close more new sales.
• Strategic sales planning and deep knowledge of sales methodology, territory development, territory tiering, resource allocation and leadership technique.
• Pipeline management (via SFDC) and forecasting.
• Outstanding presentation skills.
• Highly articulate with executive level communication skills, both oral and written.
• Experience working in a fast-paced environment and handle multiple tasks concurrently.
• Communicate with senior levels of management in a clear, concise and effective way, internally and externally, virtually and face-to-face.
• Facilitate and drive value during internal and external customer meetings, especially with senior executive audiences.
• Identify and aggressively pursue new revenue or cross-sell opportunities in alignment with the CS strategic direction and policies.
• Foster an effective, collaborative and team-oriented environment, and collaborate with others across the organization.
• Develop and mentor new and existing team members of varying levels of experience.  Ability to maintain a motivated and disciplined environment.
• Outstanding people leaderships skills with track record of successful performance management.
• Excellent coaching skills and thought leadership. 
• Boardroom level business acumen and ability to successfully collaborate with cross-functional teams to the desired company outcome. 
• Strong project leadership and change management skills.
• Strong analytical, creative thinking, problem solving and decision-making skills.
• Strong planning, organization, prioritization, and time management skills—highly efficient.
• Strong negotiation skills.
• High degree of personal integrity and ethics.
• Excellent written and verbal communication skills; group facilitation and presentation skills.
• Possess team building skills to promote teamwork and cooperation within and across the department.
• Ability to form judgments, develop recommendations and make decisions based on limited data.
• Proficient in all MS Office tools and resources.
• Proven track record meeting and exceeding sales targets and be ready to prove it. 
• Ability to travel 25% of the time.

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