Senior Field Sales Manager, SaaS *Remote*

📋 Description

• • As a Senior Field Sales Manager for Wolters Kluwer Research & Advisory, you will be instrumental in driving significant profitable sales growth within a designated geographic territory, focusing on accounting firms and corporations. Your primary mission will be to consistently meet and exceed ambitious sales goals, contributing directly to the company's success in the dynamic tax and accounting industry.
• • You will develop an unparalleled mastery of our comprehensive suite of Research & Advisory and Tax & Accounting products. This includes gaining deep expertise in their features, benefits, pricing structures, unique value propositions, and competitive positioning. This knowledge will be acquired through structured training programs and ongoing self-guided learning, ensuring you are always equipped to articulate the full value of our solutions.
• • A core responsibility is the adept execution of our prescribed sales methodology. You will skillfully position our products and services, ensuring a clear alignment with the specific needs and overarching business objectives of each prospective and existing client.
• • You will be responsible for meticulously managing and growing your account base. This involves maintaining a robust sales pipeline by strategically organizing and prioritizing accounts, conducting thorough research to identify key decision-makers, and diligently updating our CRM system (Salesforce.com) with timely and accurate information to ensure data integrity and effective follow-up.
• • Driving new business development is paramount. You will achieve sales targets through proactive prospecting efforts, scheduling and conducting impactful in-person meetings, actively participating in industry events to build brand presence and generate leads, and delivering compelling group presentations designed to capture interest and ultimately close deals.
• • Retaining and expanding existing business is equally critical. You will engage regularly with current clients to proactively understand their evolving needs, reinforce the ongoing value of our existing solutions, and identify strategic opportunities for upselling and cross-selling to deepen our partnerships.
• • A consultative sales strategy will be your cornerstone. You will build strong, lasting relationships by thoroughly assessing customer needs, fostering an environment of trust, and delivering tailored solutions that drive long-term satisfaction, loyalty, and sustained growth for both the client and Wolters Kluwer.
• • You will play a vital role in supporting product development and issue resolution. This involves identifying potential gaps in our current product offerings, collaborating closely with product management teams to translate client feedback into actionable specifications for enhancements, and effectively managing client expectations regarding product updates and improvements.
• • Increasing market share will be a key objective. You will strategically target competitive accounts, engaging with stakeholders at all levels within these organizations to uncover their business challenges and compellingly position Wolters Kluwer solutions as the strategic answers they need.
• • Optimizing your time and resources is essential for success. You will meticulously plan and schedule your sales activities for maximum efficiency, grouping meetings and calls geographically or thematically to maximize productivity and territorial coverage.
• • Collaboration across internal teams is highly valued. You will actively share insights, successful strategies, and critical market intelligence with your colleagues. Furthermore, you will work constructively with sales leadership to address and resolve any account-related conflicts, ensuring a cohesive and supportive sales environment.
• • Developing and maintaining strategic plans is a key performance indicator. You will create and uphold an Annual Business Plan, supported by accurate pipeline forecasts, regular mid-year updates, detailed weekly reports, and reliable quarterly projections to guide your efforts and demonstrate progress.
• • This role offers the flexibility to work remotely from a home office, ideally located within the Central or Eastern Time Zones, with up to 10% travel required for client visits and team meetings, and minimal overnight travel (1-2 times per quarter).