Field Sales Manager

Summary:

The Institutional/Adoption Field Sales Representative is required to sell majorly print & digital curriculum solutions to Medical PG & UG Institutes, Nursing, Dental Colleges & Ayurveda Colleges, gaining market share by bringing on new institutional accounts and growing existing accounts in the assigned territory. They are responsible for meeting or exceeding an annual sales quota.

Field Sales reps have a territory of accounts, and work for an organization that strives to build effective performance conditions. They play a leading role in moving Wolters Kluwer Global Growth Markets Health to the forefront of medical education, particularly in the books and digital solution space.

The individual in this role will have regular interactions with health faculty, students, and other influencers like hostel wardens etc. in supporting and coordinating onboarding, training, and account retention to help customers maximize usage of our products through a consultative, solutions-oriented sales process. 

Essential Duties and responsibilities

• Plan and put in action steps to meet and exceed assigned sales quotas by selling into new and existing accounts by aggressively marketing and promoting the products in assigned institutions across health markets to gain new adoptions of Wolters Kluwer products
• Create and execute on strategic adoption plan across assigned territory
• Develop a healthy pipeline and deliver maximum revenue potential; gather and analyse data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future sales
• Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position Wolters Kluwer's Health & Learning full-curriculum solution as an instrumental part of that vision
• Conduct 15-18 relevant physical calls per day on campus and ensure proper sampling/promotion of books & regular follow up on leads and recording the same on SFDC
• Ensure conversion of leads to businesses (sale closure) and record the same on SFDC
• Develop/Retain and increase the current set of existing business and expand reach in assigned territory in alignment with organisation strategy of products (majorly books as well as digital products) in institutes for deal closure along with lead gen for MRJ
• Meet and develop strong relationships with Key Decision-makers in the institutes- (Head of Dept. Professors & Asst. professor), Librarian/ Library in charge, Chairman and establish long term connections with students & hostel wardens
• Lead discovery sessions with effective questioning and active listening techniques to find customers' key needs and pain points at the account level (i.e., deans, directors, and c-suite executives) and at the course level (i.e., faculty members)
• Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position HLRP (Health Learning, Research & Practice) full-curriculum solution as an instrumental part of that vision
• Conduct compelling product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools)
• Use sales tools and follow the established sale process that aligns with the customer buying process
• Maintain correct and complete records in the CRM (Salesforce) system and prepare and give exact and timely forecasts
• Ensure that all activities/opportunities in Salesforce are updated daily
• Share weekly & monthly reports - Internal and external market changes and scenario
• Share daily/weekly/monthly business plan and travel plan
• Identify colleges/institutes for direct supply as a part of D2C strategy
  • Partner closely with internal stakeholders in Channel Sales, 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 proper approvals, and supply information to customers about terms of sales
• Work collaboratively with Marketing and Publishing teams and represent the "voice of the customer"
• Continually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approaches 

Other Knowledge, Skills, Abilities: 

• Minimum 5 years of sales experience in an institutional sales environment. B2B adoption sales experience is necessary.
• Flexibility and adaptability – ability to handle significant changes to duties at short notice
• Excellent consultative sales skills with a proven record of accomplishment of success in the education, publishing, or healthcare industry
• Strong customer relationship skills; ability to retain and grow accounts. Negotiating with individual buyers (e.g.: faculty) and institutional decision-makers (e.g.: deans, directors) 
• Critical thinking and problem-solving skills to meet project requirements and quickly handle client issues. 
• Willingness and ability to take initiative in addressing client problems and improving team efficiency. 
• Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools
• Excellent technical skills including ability using the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) & SFDC
• Excellent written and verbal communication skills
• Ability to excel in a data-driven, metrics-oriented environment 
• Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget
• 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 taking part in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Sales Manager/Coach
• Relentless work ethic and a desire to learn new skills and develop more abilities
• Ability to work in a rapidly changing environment

Travel Requirements:

• Travel is needed up to 50% of work time.
• Able to travel independently by air, train, bus and by car.
• Possess a valid and driver's license, knows driving, has own vehicle and passport
• If passport is not there, can obtain a passport.
• Outstation travel is needed to visit customers and attend regional and national sales meetings

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.