1. Strategic Planning and Business Development:
- Generate new sales prospects for assigned business unit (Ovid) and meet agreed sales budgets.
- Responsible for growth of overall region, including channel management, team management.
- Identifying newer market segment and opportunities to grow the Ovid business.
- 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.
- Develop and implement customer and territory sales plans.
- Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain proper approvals, and supply information to customers about terms of sales.
2. Customer Engagement and Communication:
- Maintain post-sales contact with large or strategic clients to facilitate a positive and productive long-term relationship.
- Work with prospective customers in a consultative fashion to develop a future vision for their product use and position Wolters Kluwers solution as an instrumental part of that vision.
- Meet and develop strong relationships with Key Decision-makers in the target institutes- (Head of Dept. Professors & Asst. professor), Librarian/ Library in charge, and Chairman and establish long term connections with medical practitioners in target hospitals.
- Communicate with customers with regards to any account problems and discusses customer concerns and suggestions.
- Conduct compelling product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools).
- Focus efforts on product feedback, enhancement, upgrades, and development.
- Travel to and attend conferences, events and customer meetings as required.
3. Performance Monitoring and Reporting:
- Report suggestions to and develop solutions with sales, order processing, and customer success and support team.
- Ensure conversion of leads to businesses (sale closure) and record the same on Salesforce (SFDC).
- Maintain correct and complete records in the CRM (Salesforce) system and prepare and give exact and timely forecasts.
- Compile data on marketing trends, competitive products and pricing and reports to management.
- Continually stay on top of trends and market shifts in the medical education market, health products, competitors, and sales approaches
4. Stakeholder Collaboration:
- Partner closely with internal stakeholders in Channel Sales, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention.
- Work closely with the Divisional teams for soliciting orders.
- Work collaboratively with Marketing teams and represent the voice of the customer.
Skills and Abilities:
- Bachelor s Degree or equivalent relevant experience
- 10+ years experience in Field Sale or Account Management. B2B adoption sales experience is necessary.
- Solid understanding of business, financials, products/services, and the market, preferably with a reputation for providing a level of expert knowledge within your industry
- Excellent communication (both written & oral) and presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools.
- Excellent technical skills including ability using the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) & SFDC
- Ability to plan own territory/account approach and manage own resources, train, and mentor junior staff.
- Flexibility and adaptability - ability to handle significant changes to duties at short notice.
- Excellent consultative sales skills with a proven record of accomplishment of success in the education, publishing, or healthcare industry
- Strong customer relationship skills: ability to retain and grow accounts. Negotiating with individual buyers and decision-makers (eg: deans, directors)
- Critical thinking and problem-solving skills to meet project requirements and quickly handle client issues.
- Willingness and ability to take initiative in addressing client problems and improving team efficiency.
- Ability to excel in a data-driven, metrics-oriented environment.
- Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget.
- Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork.
- Relentless work ethic and a desire to learn new skills and develop more abilities.
- Ability to work in a rapidly changing environment.
- Willing to travel for up to 50% of work time to visit customers and attend regional and national sales meetings.
