Regional Sales Manager

Job Description

Summary :

Wolters Kluwer is a global leader in professional information, software solutions, and services for the health, tax & accounting, governance, risk & compliance, and legal & regulatory sectors. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. The Company serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 21,000 people worldwide. Every day, our customers make critical decisions to help save lives, improve the way they do business, and build better judicial and regulatory systems. We help them get it right

Global Growth Markets

The Global Growth Markets Division was established in 2013 to build the long-term presence in new high growth markets, particularly in India, Brazil, and China, to accelerate the companys transformation as a global, professional solutions provider.

Wolters Kluwer has been in India for more than a decade. What started as a print book distribution business has expanded into a diverse operation that is driving growth through multiple digital solutions while evolving the original print business into a comprehensive set of solutions for students, residents, faculty and practicing physicians.

Clinical Effectiveness (CE) provides leading clinical solutions for individuals, groups, and enterprises. The professional- and enterprise-focused suites of evidence-based, expert solutions consisting of UpToDate, UpToDate Lexidrug (formerly Lexicomp), UpToDate Patient and Member Engagement (formerly Emmi), and UpToDate Digital Architect. For over 30 years, clinicians and care teams have trusted UpToDate for clear answers and recommendations when it matters most.

With access to UpToDate solutions in clinical and professional workflows, healthcare professionals and organizations across the care continuum are empowered to make better care decisions, improve medication safety, and partner with patients and members all to achieve better health outcomes.

About the Role:

The Field Sales Executive for CE Enterprise India Sales will drive growth and revenue generation for the Clinical Effectiveness vertical in their assigned region. The role is strategic in nature and covers planning, directing, and executing sales activities, including forecasting, pipeline management. The incumbent is expected to apply strategic Sales management principles to drive growth and expansion for CE enterprise segment, for sales of Key Digital Solution UpToDate within their territory. The individual is responsible for achieving Sales Target set for the territory directly aligned to organization objectives. Leads the development and implementation of new initiatives, projects, and procedures to meet sales targets and optimize field operations.

As a Field Sales Executive, you will leverage your solid understanding of business, financials, and customer needs to drive sales within your territory. With a higher level of authority in negotiations, you will play a key role in achieving revenue targets and cultivating lasting relationships with our customers.

The incumbent will also be responsible for driving market penetration through direct and indirect channels (channel partners) and fostering strong client relationships. This role requires a blend of strategic vision, operational execution, and sales leadership to expand Wolters Kluwer&aposs market presence while ensuring alignment with the companys global growth strategy while overseeing large-scale operations, making high-impact decisions, and driving the company towards achieving substantial business growth.

Base Location: We prefer the candidate to be Bengaluru Resident.

Responsibilities:

Strategic Sales Leadership and Financial Management

- Develop and manage sales budgets, forecasts, and performance metrics to ensure revenue and profitability targets are met.
- Engage in in-depth negotiations with higher autonomy to close deals.
- Manage and nurture relationships with key customer accounts.
- Provide accurate sales forecasts and activity reports.
- Analyse market trends, competitor activity, and customer needs to make informed sales plans. Bring product feedback, market sentiment to partner with Global Product teams for improvement opportunities.
- Handle moderately complex or higher-value sales opportunities.
- Gather and utilize customer feedback to improve sales strategies.
- Implement and refine sales techniques tailored to customer needs.
- Proven Track record in selling Digital solution-based software, and growing penetration in segment through sales strategy, developing and nurturing relationships, articulating value proposition of solution for customers.
- Collaborate effectively with Customer Success to deliver value to clients for continued renewal opportunity.
- Leverage established relationships with executives to foster strategic partnerships, drive business growth, and accelerate high-level decision-making for potential clients in Health Sector (Academic, Practice etc).
- Identify, nurture and close complex deals, managing the end-to-end sales cycle with the objective to achieve assigned sales targets.
- Build and strengthen strategic external relationships (ex, government bodies, public sector organizations) and internal cross functional business groups (marketing, product, customer support) to enhance collaboration and unlock new business opportunities.
- Align to operating policies and procedural plans, including business and operational priorities, methodologies, and standards.
- Identify growth opportunities in the market and align sales initiatives with broader organizational goals.
- Monitor and analyse sales performance data to identify trends and areas for improvement.

Skills and Abilities:

- Minimum of 8+ years of experience in sales and business development in the Information Services and/or software industry with a proven track record in digital sales and transformation.
- Bachelors degree in business administration, Marketing, or a related field (MBA preferred)
- Strategic Planning: Ability to develop and implement effective sales strategies.
- Negotiation Tactics: Advanced negotiation skills for closing complex deals.
- Customer Insight: Deep understanding of customer needs and preferences.
- Analytical Thinking: Strong ability to analyze and interpret sales data.
- Sales Software: Proficient use of advanced CRM and sales management tools.
- Team Collaboration: Skills to work effectively with cross-functional teams.
- Market Knowledge: Comprehensive awareness of market dynamics and trends.
- Mentorship: Capability to train and mentor junior team members.
- Proven track record of leading and scaling high-performing sales teams, driving consistent revenue growth and surpassing sales targets.
- Demonstrated success in driving digital adoption and embedding digital strategies into sales operations.
- Strong leadership and people management skills with a focus on digital enablement and team transformation.
- Proficiency in leveraging digital tools, CRM platforms, and analytics for sales and client engagement.
- Ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively.
- Invested in life-long learning, accountable self-starter, flexible and highly adaptive, keeping these abilities in mind you can empower the team you work with.
- Possess deep sense of pride in being ethical and upholds Integrity in all your engagement with stakeholder communities.
- Have critical thinking skills combined with creativity and intellectual rigor to manage, oversee, and most importantly steer various discussion with external stakeholders, government, academic, institutions.
- While we focus on challenges relating to technology as our business, our issue areas are increasingly broad and encompass many areas where public policy, business, and technology intersect.

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