Senior Field Sales Manager-Jaipur

Job Description

• Maximize revenue by selling into new and existing accounts by aggressively marketing and promoting the products in assigned institutions across health markets to gain new adoptions by
• Conduct 12 to 15 relevant sales calls per day on campus
• Meet or exceed assigned sales quotas
• Develop and Increase penetration of Digital products in institutes for deal closure
• Develop solid, strategic relationships with key decision makers at targeted accounts,
• 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
• 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
• 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.
• Excellent consultative sales skills with a proven track record of success in the healthcare, education, software or publishing 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 proficiency utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
• 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 participating 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 a new skills, develop additional expertise
• Ability to work in a rapidly changing environment
Travel Requirements:
• Travel is required up to 50% of work time.
• Able to travel independently by air and by car.
• Possess a valid and drivers license and passport
• Overnight travel is required to visit customers and attend regional and national sales meetings.
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Keyskills :
wisesalesdermatologymarketingcompetitorssales approaches