Manager, Field Sales in Norwood, MA

$100K - $150K(Ladders Estimates)

Wolters Kluwer   •  

Norwood, MA 02062

Industry: Technical Services

  •  

5 - 7 years

Posted 50 days ago

  • Build, develop and lead a sales team that is hungry for success and ambitious in achieving targets
  • Lead the team to exceed sales targets that are set forth at the beginning of each year
  • Drive sales with the team (and significant customers) through a hands-on approach, spending significant time in the field with customers and sales reps
  • Conduct biannual sales territory planning sessions with reps to promote the success of the field sales function
  • Accurately forecast annual, quarterly and monthly sales to meet or exceed regional sales quotas
  • Direct the work effort of sales reps by setting strategy, assigning territories, and setting goals
  • Manage reps and sales activities in developing and following strategic business plans to identify prospective customers as well as maintaining existing customer base
  • Analyze reporting of account and prospecting activities in SalesForce.com to look for trends and implement corrective measures
  • Motivate and mentor the sales staff, train new reps and conduct performance management including development planning
  • Complete all administrative requirements in a timely and accurate manner
  • Manage all established sales processes, drive compliance and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence. Some key existing processes that need to be managed:
  • Sales Forecasting
  • Pipeline management (through SalesForce.com)
  • Renewals
  • Key Account management
  • Sales strategy author and implementer – assessing progress and corrective actions
  • Budgeting
  • Collaboration with other WK business units as well as 3'rd party partners
  • Develop a team that embraces an organized, analytical, and structured approach to sales
  • Develop and execute regional sales strategies, implement regional marketing and sales (action) plans that support the goals & objectives of the business, and produce long-term growth and success
  • Maintain, develop and strengthen an excellent collaboration with the other members of the sales team and other groups in the company such as Technology Product Management, Content and Market Development, Technical Support and Marketing
  • Work with Product Management team in the US to determine viable new products for the markets


QUALIFICATIONS

Required Education: University degree or equivalent experience

Required Experience:

5 years of proven direct sales experience including:

  • Proven collaboration experience that led to success in a team environment
  • Track record of sales success in complex, solution-focused environments
  • Track record working through complex sales cycles, preferably in a team focused environment

Preferred Experience:

  • 2 years of sales management experience
  • Track record of building and retaining highly successful sales teams
  • Track record of managing sales teams according to industry-standard sales processes
  • Management experience
  • Experience in working with hospital customers
  • Experience in working with university customers
  • Knowledge of (STM) publishing industry

Preferred Knowledge, Abilities and Attributes:

  • Hands-on management style (not to be confused with micro-management)
  • Can do attitude and a strong positive outlook that motivates and energizes others
  • Fiercely competitive, strong desire to achieve
  • Organized, structured and analytical approach to sales (management)
  • Ability to identify trends and develop strategy around those trends
  • Ability to mentor and direct people to greatness without managing over them but with them.
  • Ability to work independently
  • Excellent verbal and written communication skills
  • Ability to build high-level personal relationships with customers and distribution partners


Valid Through: 2019-10-21