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About the Role
As a Senior Field Sales Manager for Wolters Kluwer Research & Advisory, you will drive profitable sales growth in assigned accounting firms or corporations within a geographic territory, meeting or exceeding sales goals. You will report to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America.
Responsibilities
- Master product knowledge, developing deep expertise in Research & Advisory and Tax & Accounting products.
- Execute the sales process using a prescribed sales methodology.
- Manage and grow accounts by maintaining a healthy sales pipeline, organizing accounts, researching decision-makers, and updating CRM records.
- Drive new business development by prospecting, scheduling meetings, attending industry events, and delivering presentations.
- Retain and expand existing business by engaging with clients to understand needs and identify upsell/cross-sell opportunities.
- Apply a consultative sales strategy to build relationships and deliver tailored solutions.
- Support product development and issue resolution by identifying gaps and translating client feedback.
- Increase market share by targeting competitive accounts and positioning WK solutions.
- Optimize time and resources by planning and scheduling sales activities efficiently.
- Collaborate across teams by sharing insights and working with leadership to resolve conflicts.
- Develop strategic plans, including annual business plans, pipeline forecasts, and reports.
Requirements
- Bachelor’s degree or equivalent relevant experience.
- 3+ years of B2B sales experience, including formal sales training or internal WK sales experience.
- Demonstrated success in developing and qualifying prospect lists.
- Consistently meeting or exceeding sales quotas and performance goals.
- Creating and executing business plans and accurate forecasts.
- Applying a consultative sales approach to uncover customer needs and deliver tailored solutions.
- Turning networking contacts into viable business opportunities.
- Delivering effective product presentations, both virtually and occasionally in person.
- Proven success in an inside or virtual sales role.
- 5+ years of B2B sales or account management experience, ideally with on-premise software, SaaS business applications, or information services.
- Recognition for top performance, such as President’s Club, Chairman’s Club, or other sales achievement awards.
- Experience navigating multi-divisional organizations and working across various sales channels.
- Prior sales experience in the Tax & Accounting industry.
- Familiarity with Tax and/or Accounting concepts and terminology.
- Ability to work independently with minimal supervision.
- Formal sales training (e.g., Challenger Sales or similar methodologies).
- Advanced written and verbal communication skills.
- Strong attention to detail and ability to manage multiple high-priority tasks.
- Comfortable operating in a fast-paced, collaborative, and matrixed environment.
- High level of professionalism, strong work ethic, and commitment to excellence.
- Flexibility to work extended hours when needed.
- Excellent facilitation and influencing skills.
- Up to 10% of work time in territory for client visits and team meetings.
- Minimal overnight travel (1-2X per quarter).
Skills
- Product Knowledge
- Sales Process Execution
- Account Management
- New Business Development
- Consultative Sales
- Client Relationship Building
- Product Development Support
- Market Share Growth
- Time Management
- Collaboration
- Strategic Planning
- Salesforce.com CRM
- Written Communication
- Verbal Communication
- Attention to Detail
- Facilitation
- Influencing
Location
- Remote (Eastern or Central Time Zones)
Work Type
- Remote
- Full-time
Experience Level
- Senior
- 3+ years B2B sales
- 5+ years B2B sales or account management (preferred)
Education Level
- Bachelor's degree or equivalent relevant experience
Salary/Compensations
- $57,400.00 - $98,350.00 USD
- Eligible for Commission
Benefits
- Medical, Dental, & Vision Plans
- 401(k)
- FSA/HSA
- Commuter Benefits
- Tuition Assistance Plan
- Vacation and Sick Time
- Paid Parental Leave
About the Company
- Research & Advisory (CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, a global provider of tax, accounting and audit information, solutions and services.
- Wolters Kluwer is at the forefront of advancement, ensuring tax and accounting professionals have real-time access to answers about complex tax legislation, case law, rates, and rules.
- Key solutions include CCH® AnswerConnect, CCH® Account Research Manager®, and CCH® CPELink.
Equal Opportunity
- Candidates are asked to participate in interviews without the assistance of AI tools or external prompts.
- Use of AI-generated responses or third-party support during interviews will be grounds for disqualification.
- Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.