To reduce the variability that stands in the way of effective care, Wolters Kluwer Health solutions deliver clarity when and where it matters most. Our trusted medical evidence and technology solutions engage clinicians, patients, students, researchers, and the next generation of healthcare providers to drive more effective decisions and consistent outcomes across the continuum of care. Our proven solutions include learning and research, advanced clinical decision support, patient engagement, surveillance solutions and more. Learn more at ~~~/health.
The Publisher's Representative -- Medical Education for the Health Learning, Research and Practice (HLRP) Unit within Wolters Kluwer Health is a challenging and fulfilling role. Successful Publisher's Representatives are driven to continuously learn and help educational institutions change to more effective learning models. The Publisher's Representative HLRP plays a pivotal role in:
Helping to shape the Medical Education and Allied Health landscape
Improving the medical education and health profession students' learning success
Making life easier for the educators in higher education
Preparing the next generation of professionals for successful practice
OVERVIEW OF THE ROLE
Publisher's Representatives have a territory of accounts with much untapped potential, and work for an organization that strives to build effective performance conditions. Publisher's Representatives have a Sales Manager who is, first and foremost, a coach to help support career growth and learn emerging best practices in sales and marketing. Publisher's Representatives play a leading role in moving Wolters Kluwer Health to the forefront of health profession education, particularly in the digital solution space.
Publisher's Representatives sells digital solutions and print and electronic textbooks to faculty in higher education institutional facilities (e.g., physical therapy and exercise science programs) and is responsible for gaining market share from new customers and maintaining and growing existing accounts in the assigned territory. Publisher's Representatives are responsible for meeting or exceeding an annual sales quota, and the compensation potential is uncapped. The basic sales approach is the use of solution selling--helping institution faculty understand their needs and translating that into effective solutions.
Maximize revenue by selling into new and existing accounts primarily through phone sales, e-mails, and online presentations; upsell to existing customers and continuously identify opportunities for customer development and revenue growth
Meet or exceed assigned sales quotas
Continually stay on top of trends and market shifts in the higher education market, HLRP products, competitors, and sales approaches
Develop opportunities through prospecting (phone and email), leads driven via webinars, email promotions, trade shows and events, and web and phone inquiries
Execute an entrepreneurial approach -- initiate proactive communication with customers to lay the groundwork and develop the foundation to nurture prospects into opportunities
Lead discovery sessions with effective questioning and active listening techniques to identify faculty members' key needs and pain points
Work with prospective customers in a consultative fashion to develop a future vision for their course and position HLRP products as an instrumental part of that vision
Conduct compelling digital product demonstrations that highlight the value HLRP solutions offer to the customer by addressing their specific pain points (most presentations will be conducted via online meeting tools, but in-person presentations will be required from time to time)
Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential
Use sales tools and follow the established sale process that aligns with the customer buying process
Maintain accurate and complete records in the CRM system and prepare and submit accurate and timely forecasts
Partner closely with internal stakeholders in Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention
Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain appropriate approvals, and provide information to customers regarding terms of sales
Work collaboratively with Marketing and Publishing teams and represent the voice of the customer
Manage time and resources effectively to maximize selling time
Participate in and present at regional and national trade shows, conferences, and sales meetings
Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork
Be teachable by participating in and committing to coaching sessions with the Sales Manager; commit to personal development under
Education: A bachelor's degree or equivalent experience is required.
Required Experience: A minimum of 1 year of on-quota, inside or outside sales experience including:
Following a sales process to meet or achieve sales quotas in a competitive industry
Evidence of self-development in sales, marketing, and solutions
Conducting product demonstrations live and via online meeting tools
Social network prospecting
Forecasting and reporting on sales activity using a CRM tool
Collaborating with multiple internal stakeholders'
Commitment to sales coaching programs
We will also consider candidates without sales experience that meets the majority of the required competencies and skills.
Preferred: 3 years of on-quota, inside or outside sales experience including:
Experience selling digital or online solutions with a consultative sales approach
Experience selling in the healthcare, education, or publishing industry (with established contacts)
Other Knowledge, Skills, Abilities or Certifications:
Excellent consultative sales skills with a proven track record of success
Relentless work ethic and a desire to learn new skills, develop additional expertise, and shape the future of HLRP's products
Ability to work in a rapidly changing environment
Ability to work independently and as part of a team
Excellent technical skills including proficiency utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
Excellent written and verbal communication skills
Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools
Strong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solution
Strong organizational, time management, and multi-tasking skills
Strong analytical and problem-solving skills
Occasional overnight travel is required, including 2-3 sales trips per year and 2 one-week sales meetings per year.
Must be able to travel independently by air and by car.
Must possess a valid and unrestricted driver's license.
Physical Demands: Normal office environment.
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 â‚¬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 ~~~, follow us on Twitter, Facebook, LinkedIn, and YouTube.
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 ~~~ or email ~~~. TTY is also available at 888 (495) 4771.
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Website : http://www.wolters-kluwer.com