Inside Sales Representatives sells digital solutions and print and electronic textbooks to faculty in higher education institutional facilities (e.g., Physician Assistant, CRNA, physical therapy, exercise science programs) and is responsible for gaining market share from new customers and maintaining and growing existing accounts in the assigned territory. Inside Sales 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.

LOCATION: Remote U.S.

DUTIES & RESPONSIBILITIES

• 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, Solutions Consultant, Marketing, Product Development, 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 the leadership of your Sales Manager/Coach

QUALIFICATIONS

Education: A bachelor’s degree or equivalent experience is required.

Experience:

Required: 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 meet 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

TRAVEL:

• 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.