Job Details

The Senior Strategic Account Executive will play a pivotal role in managing and enhancing relationships with Commercial Customers within a designated territory across the United States. This position focuses on nurturing customer relationships, securing contract renewals, promoting revenue growththrough price adjustments and additional application sales, and delivering ongoing support and training to optimize usage of our services.

Essential Duties and Responsibilities

Opportunity Identification & Development

• Identify potential opportunities and key stakeholders.

• Conduct outreach and gather relevant information for new opportunities.

• Establish and nurture relationships with important decision-makers.

• Perform customer needs assessments.

• Assess and qualify opportunities based on account potential and challenges.

• Maintain accurate customer records in the CRM system.

• Create effective sales pipelines.

• Prepare activity reports and sales forecasts.

• Participate in conferences and tradeshows to enhance product visibility and generate leads.

Active Selling

• Achieve and exceed monthly, quarterly, and annual revenue targets by taking full ownership of an assigned book of business.

• Develop and continually update a Book of Business Plan that outlines strategies, tactics, and milestones aligned with company objectives.

• Articulate the product's value proposition and tailor solutions to meet client needs.

• Oversee the preparation of implementation scopes.

• Work alongside the Sales Operations team to facilitate active selling functions, including contract creation and pricing negotiations.

• Conduct contract reviews and assist in pricing negotiations.

• Finalize sales contracts and secure customer signatures.

Customer Retention & Satisfaction

• Build long-term relationships with customers to ensure retention and growth of the commercial client base.

• Review customer utilization reports and offer strategic recommendations for improvement.

• Conduct regular account review meetings to assess customer satisfaction.

• Collaborate with the marketing team to plan account communications and marketing initiatives.

• Identify opportunities for cross-selling and upselling.

• Work closely with other commercial sales colleagues on new implementations and customer training.

• Manage all aspects of trial and subscription usage to ensure customers realize value from our services.

• Provide training to new clients and seek additional training opportunities for those demonstrating low product usage.

• Respond promptly and professionally to customer inquiries, maintaining a high level of customer service.

Sales Leadership

• Provide coverage for the territory as needed.

Other Duties

• Assist and maintain effective communication with all departments involved in the sales process.

• Adhere to established sales policies, pricing guidelines, and best practices.

• Uphold integrity and respect in all interactions with co-workers and customers.

• Act as a liaison between the marketplace and the product development team by documenting product feedback.

• Participate in new user acceptance testing for systems.

Job Qualifications

Education: Bachelor's degree or equivalent experience.

Experience: A minimum of 5 years of sales experience, preferably in healthcare or IT sales, with a proven track record in relationship building, meeting sales goals, and presenting to high-level decision makers.

Skills and Abilities: Strong computer skills (Internet, Excel, PowerPoint, Word, CRM software); experience selling complex products or technologies; strong product knowledge; excellent communication skills; valid US driver's license and passport for approximately 30%-35% overnight travel.

Travel Requirements: This role requires travel to meet with Commercial Customers throughout the United States and Canada, with an expected overnight travel rate of 30%-35%.

Compensation: The salary range for this position is $89,600.00 - $157,000.00 USD, plus commission opportunities.

Additional Information: Wolters Kluwer offers various benefits including Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance, and Paid Parental Leave.

EQUAL EMPLOYMENT OPPORTUNITY: Wolters Kluwer 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.