Wolters Kluwer Associate Director, Sales in Chicago, Illinois
Enablon, a Wolters Kluwer business, is the world's leading provider of Sustainability, EHS and Operational Risk Management Software. Enablon offers the most comprehensive platform in the industry and is consistently recognized as a global leader and visionary for enabling the sustainable company through technology.
The Enablon Industry Sales Director (ISD) will manage a sales team focused on one of our major vertical industry sectors. The ISD has primary responsibility for driving profitable sales growth in accounts within one of our major vertical industry sectors for Wolters Kluwer Enablon that meets or exceeds sales goals. The Sales Team focuses on selling our Enterprise Software Solution to enterprises customers. This role will be responsible for incorporating strategic planning in order to optimize revenue generation of sales efforts. Additional activities include establishing optimal sales territories; managing team performance; understanding and communicating customer needs to inform product improvements and product extensions; insuring execution of field driven sales and marketing activities; overseeing the development, implementation, and use of sales metrics and CRM usage
. ESSENTIAL DUTIES AND RESPONSIBILITIES
The ISD will have strong vertical subject matter expertise, coupled with the ability to manage a cross functional sales team with demonstrable ability to
The ISD will be able to inspire and lead this team to quota success, as well as increasing the understanding of the needs and key performance indicators for the vertical. He or she will own the number for this team, meaning specifically a blended quota of new logo business and expansion from the existing customer base.
The ISD manages and drives performance by insuring revenue through software renewal and additions, customer retention and product/unit sales equal or exceed budgeted targets; establishing activity standards and ratios to ensure pipeline is healthy and will produce target performance; utilizing Salesforce (CRM) to manage quantity and quality of activity of the Account Managers; executing on strategic business plans to identify additional customer opportunities as well as maintain existing customer base; holding weekly calls with sales reps to discuss challenges, successes and share pipeline activity for planning; frequently monitoring activity and production (e.g., daily or weekly); and identifying and addressing performance issues quickly and with urgency. Additionally, this position requires proper engagement and leveraging of internal resources; training, product specialists, etc. Maximizes revenue for Enablon products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling products and services to enterprise customers; interacting with individuals at all levels of the organization from c-level to senior partners to support administrators, consultative sales relationships, understanding the nuances in Enablon product suite; traveling to accounts with direct reports; assisting sales team members in assessing risk for each account; collaborating with other sales leaders and top performers to continuously improve the process; training and modeling the approved sales protocol (e.g., by participating in sales activities regularly); ensuring sales team members possess accurate and comprehensive product knowledge to establish credibility and to properly serve a sophisticated business customer; and participating in the sales process as necessary to assist with negotiating contracts and closing sales. Partner with VP of Product and Marketing for cohesive strategy.
Performs other duties as assigned by supervisor. This is a remote, work from at home position.
- Bachelor's Degree in business, marketing, or related fieldExperience:
10+ years outside sales experience in selling enterprise software solutions.
Minimum of 5 years of outside sales management experience that includes:
Business planning and budget development, true accountability for revenue generation and proven track record for meeting or exceeding revenue targets, driving change initiatives, developing and driving effective use of CRM, selling complex professional products and services, and working within a multi-division organization with various sales channels. Direct sales leadership experience of professional-level employees.Preferred Qualifications:8+ years sales management experience that includes: Sales management experience in the one of our three vertical markets, Environmental, Health, Safety and Sustainability software sales expertise, accountability and proven record for transforming a business function, developing high-powered sales teams.Other Knowledge, Skills, Abilities or Certifications:Leadership skills, Subject Matter Expertise, Coaching, Performance Management, Field Sales Techniques, Advanced Business Consulting.TRAVEL REQUIREMENTS 50%
ABOUT WOLTERS KLUWER
Wolters Kluwer N.V. (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.
Wolters Kluwer reported 2017 annual revenues of €4.4 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide.
Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY).
For more information about our solutions and organization, visit www.wolterskluwer.com at http://www.wolterskluwer.com/ , follow us on Twitter at https://twitter.com/wolters_kluwer , Facebook at https://www.facebook.com/wolterskluwer , LinkedIn , and YouTube at http://www.youtube.com/user/WoltersKluwerComms .
EQUAL EMPLOYMENT OPPORTUNITY
Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions, and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
For any assistance with your application for this job opening, please call the HR Source at (888) 495-4772 or email HRSource@WoltersKluwer.com. TTY is also available at 888 (495)
EQUAL EMPLOYMENT OPPORTUNITY
Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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