Regional Sales Specialist

Wolters Kluwer   •  

Virtual / Travel

Industry: Professional, Scientific & Technical Services


Less than 5 years

Posted 43 days ago

Basic Function

The Regional Sales Specialist sells full-curriculum solutions to higher education institutions gaining market share by bringing on new accounts and increasing market share at existing accounts in the assigned territory. The Regional Sales Specialist is responsible for meeting or exceeding an annual sales quota, and the compensation potential is uncapped.

Location: This position is home-based, and candidate should reside in either Washington or Oregon State.

Essential Duties and Responsibilities

  • Maximize revenue by selling into new and existing accounts
  • Conduct 12 to 15 relevant sales calls per day on campus
  • Meet or exceed assigned sales quotas
  • Continually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approaches
  • Develop solid, strategic relationships with key decision makers at targeted accounts
  • Lead discovery sessions with effective questioning and active listening techniques to identify 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 full-curriculum solution as an instrumental part of that vision
  • Conduct compelling digital 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)
  • Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential; gather and analyze 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
  • Use sales tools and follow the established sale process that aligns with the customer buying process
  • Maintain accurate and complete records in the CRM (SalesForce) system and prepare and submit accurate and timely forecasts
  • Partner closely with internal stakeholders in Inside 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 appropriate approvals, and provide information to customers regarding terms of sales
  • Work collaboratively with Marketing and Publishing teams and represent the "voice of the customer"
  • Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget
  • Participate in and present at regional and national trade shows, conferences, and sales meetings
  • 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 participating in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Sales Manager/Coach

Other Duties

  • Performs other duties as assigned by the manager.



    • A bachelor's degree or equivalent experience is required



    • A minimum of 3 years of on-quota performance

    • Demonstrated success selling complex digital solutions to large institutions

    • History of consistent over-quota achievement in a highly competitive market

    • Evidence of self-development in sales, marketing, and solutions

    • Negotiating with individual buyers (e.g., faculty, line managers) and institutional decision makers (e.g., deans, directors, and c-suite executives)

    • Networking with key decision makers

    • Developing and qualifying prospect lists

    • Forecasting and reporting on sales activity using a CRM tool

    • Collaborating with multiple internal stakeholders

    • Conducting product demonstrations live and via online meeting tools

    • Commitment to sales coaching programs


    • Experience selling in the healthcare, education, software or publishing industry

      Other Knowledge, Skills, Abilities or Certifications:

    • Excellent consultative sales skills with a proven track record of success
    • Relentless work ethic and a desire to learn a new skills, develop additional expertise, and shape the future of P&E's full-curriculum solutions
    • Ability to work in a rapidly changing environment
    • Ability to work independently in a home office environment and as part of a team
    • Excellent technical skills including proficiency utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
    • Excellent written and verbal communication skills
    • Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools
    • Strong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solution
    • Strong organizational, time management, and multi-tasking skills
    • Strong analytical and problem solving skills

    Travel Requirements

    • Travel is required up to 50% of work time.
    • Must be able to travel independently by air and by car.
    • Must possess a valid and unrestricted driver's license.
    • Must have the ability to obtain a passport.
    • Overnight travel is required to visit customers and attend regional and national sales meetings.

    Physical Demands

    • Must be able to work independently from a dedicated home office.