Job Description

Summary: The Institutional / Adoption Field Sales Representative sells print & digital curriculum solutions to higher education institutions (e.g., PG Institutes, UG, Nursing & Dental Programs), gaining market share by bringing on new institutional a

Summary : The Institutional / Adoption Field Sales Representative sells print & digital curriculum solutions to higher education institutions (e.g., PG Institutes, UG, Nursing & Dental Programs), gaining market share by bringing on new institutional accounts and also growing existing accounts in the assigned territory. They are responsible for meeting or exceeding an annual sales quota. Field Sales reps have a territory of accounts, and work for an organization that strives to build effective performance conditions. They play a leading role in moving Wolters Kluwer GGM Health to the forefront of medical education, particularly in the books and digital solution space. The individual in this role will have regular interactions with health faculty and students supporting and coordinating onboarding, training, and account retention to help customers maximize usage of our digital education products through a consultative, solutions-oriented sales process. Essential Duties and responsibilities 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 driver's license and passport Have the ability to obtain a passport. Overnight travel is required to visit customers and attend regional and national sales meetings.