About the Role:
As a Manager, Sales, you will drive the success of a dedicated sales team, overseeing their performance and ensuring the achievement of departmental goals. Your leadership will be essential in crafting and refining sales strategies, while also fostering a culture of excellence and innovation. Collaborate with cross-functional teams and leverage your sales expertise to propel our organization forward.
The National Sales Manager for ftwilliam.com has the primary responsibility to drive the FTW Sales team to meet or exceed sales goals including top line revenue growth, market share objectives and quota achievement. You will ensure the generation of new and incremental sales growth, and customer/revenue retention through strategic sales planning and tactical execution of all sales activities.
Additionally, this role will be responsible for incorporating strategic planning in order to optimize revenue generation of sales efforts. Additional activities include establishing optimal sales territories; managing team performance; understanding and communicating customer needs to inform product improvements and product extensions; insuring execution of field driven marketing activities; understanding the market needs and competition, contributing to the development of enhanced solutions and pricing models, overseeing the development, implementation, and use of sales metrics and effective sales tech stack usage.
Responsibilities:
Drive sales growth and increase the revenue stream within the FTW & TAG portfolios
Recruit, train and professionally develop Sales team
Establish and manage a basis of advanced negotiation skills for all Account Executives
Establish metrics of success and drive adoption of and reporting in the sales tech stack (SalesForce.com, Gong.io, Outreach, Quip, etc.)
Work closely with Account Managers and Customer Service to solve billing/service issues.
Collaborate with functional organizations and other sales leaders throughout Legal & Regulatory and Wolters Kluwer to ensure overall success
Work directly with Account Executives to demonstrate success, build skill sets and close business
Manages team member performance by monitoring key performance indicators; insuring sales rep activity is documented in Salesforce.com, Outreach and Gong; inspecting pipeline viability and velocity across all appropriate products and services; analyzing the data for patterns and indicators of performance slipping; documenting and discussing performance issues directly with underperformers early and often; directly providing additional training and work opportunities to resolve the issues; working with HR to establishing Performance Improvements Plans (PIPs) and proactive hiring plans; working with Staffing team to fill open positions (e.g., providing information on candidate requirements, be available for interviews; making decisions quickly); and facilitating the on-boarding and directly providing training for new team members to shorten learning curves.
Represents the "voice of the customer" to marketing team by capturing regularly occurring or leading-edge customer requests that are garnered through the sale process.
Retain industry and product expertise, capable of serving as a value-add to Account Executives and customers on retirement solutions products, with high awareness of competitive products.
Collaborate with Marketing, Product Management, Product Support, Dev/IT and professional services leadership to ensure voice of customer is heard from the field's perspective; also, to build programs and initiatives to drive strategic objectives and goal achievement
Build accurate committable forecasts and submit them weekly, at a minimum, verbally and via the Gong forecasting tool.
Directly carry out supervisory responsibilities in accordance with the organization's policies and applicable laws
Attend industry trade shows and corporate meetings as required
Skills:
Leadership: Strong ability to lead and motivate a team.
Strategic Thinking: Capability to develop and execute effective sales strategies.
Interpersonal Skills: Excellent relationship-building skills.
Analytical Skills: Proficiency in analyzing sales metrics and data.
Customer Service: Advanced understanding of maintaining customer relationships.
Coaching: Ability to mentor and develop team members.
Organizational Skills: Expertise in managing teams and resources efficiently.
Technical Proficiency: Skilled in CRM systems and sales analytics tools.
Experience
Minimum Qualifications:
A minimum of 5 years successful outside sales experience
A minimum of 3 years successful sales management experience
Experience handling large, multi-office accounts
Proven ability to drive/coach/train a team to sales results
Excellent verbal, written, and listening communication skills; excellent organizational skills including follow up and follow through with staff, management, internal and external customers
Excellent organization, planning and presentation skills
Strong time-management skills
Proficiency with Salesforce.com and Microsoft Office (PowerPoint, Outlook, Excel, Word)
Preferred Qualifications:
5 or more years of experience in the Retirement or Retirement software industry
Experience managing remotely located employees across the country
Proficiency in establishing metrics, reporting and use of a sophisticated CRM platform - SalesForce.com
Strong team-building abilities and skills; commitment to continuous quality improvement.
Ability to enforce sale process and sales methodologies
Experience in negotiating large licensing contracts, including working with in-house counsel
High attention to detail, with ability to manage multiple priorities simultaneously and write business correspondence at an executive level
CORE COMPETENCY REQUIREMENTS:
Motivated self-starter
Strong sales ability in a longer sales cycle environment
Detail-oriented with strong analytical, time management and problem-solving skills.
Ability to work well in a team environment.
Ability to develop deep relationships with all customers and prospects
Customer-focused mindset
Consulting mentality-extracting insights from very complex and/or limited information to make a recommendation to stakeholders
Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work.
Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive 'can do' attitude and approach to problem solving
Innovative mindset.
Travel Requirements:
Some travel required; percent of travel time based on industry events/trade shows, in-person leadership meetings and/or institutional customer needs and potential
Manages supervisory, professional and/or support employees within own discipline or function Is accountable for the performance and results of a department or area
Provides direction based on general policies and management guidance; recommends modifications to operating policies
Assignments are received in task and objective oriented terms
Adapts functional/departmental plans and priorities to address resource and operational challenges and objectives
Work is reviewed upon completion for adequacy in meeting objectives
Accountable for a centralized functional activity
This role is eligible for a commission plan in addition to the base salary listed*
-LI-Hybrid
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $121,350 - $170,050
EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
