Location: Riverwoods, IL or Remote-US

Overview

The Senior Inside Sales Representative for Wolters Kluwer (WK) Legal & Regulatory, US (LRUS) is responsible for developing and executing sales strategy for a given territory composed of new logo accounts. This includes but is not limited to developing a territory plan, executing sales campaigns, identifying and building a pipeline of opportunities, identifying needs, demonstrating WK solutions, negotiating pricing and contract details (maximizing profits/minimizing or controlling discounts), and finalizing contracts and sales

To maximize opportunity identification while driving profitable sales within the defined territory, the Senior Inside Corporate Sales Representative partakes in the following:

• Territory and account planning/execution
• Develops strategic territory and account plans utilizing contact database and research tools
• Individual account planning, and deep discovery to support high quality sales targets.
• Continuously seeks sales opportunities within territory/accounts
• Maintains a regular cadence of touchpoints within sales campaigns to support identification of new opportunities
• Executes all aspects of the sales process to meet revenue targets
• Learns and maintains a deep understanding of LRUS corporate-facing products and the target market both with assisted learning and individual efforts.
• Leverages industry, product, and customer knowledge to position multi-faceted solutions that address needs across multiple departments within an organization.
• Keeps an eye towards market trends and customer feedback to assist in product development
• Actively uses CRM systems to manage sales opportunities forecasting
• Manages time and resources effectively to accomplish sales goals
• Maintains performance standards while working remotely
• Actively uses CRM systems to manage sales opportunities and reporting
• Performs other duties as assigned by manager

Education:

Minimum: Bachelor’s Degree in Business, Marketing/Sales, or related discipline; OR, if no degree, 3 years of Inside sales experience.

Qualifications:

Minimum: 3 years of sales experience with national accounts, including:

• Proven experience exceeding sales and revenue targets
• Prospecting
• Retaining existing business and encouraging product acceptance
• Extensive discovery with key stakeholders (including C-level executives)
• Complex contract negotiation
• Demonstrating products for new business or retention purposes
• Forecasting
• Achieving touch and booked meeting metrics
• Managing entire sales cycle
• Overseeing customer experience and problem resolution
• Networking and requesting references
• Consultative value-selling
• Experience utilizing CRM software to manage sales opportunities
• Excellent interpersonal skills
• Team sales and collaboration

Minimal travel - less than 10%