Wolters Kluwer Sales & Business Development Manager, HealthTech in Annapolis, Maryland
Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.
The Sales & Business Development Manager position is responsible for: developing new customers in the Commercial Market, executing sales activities to achieve goals, exceeding revenue targets, and driving profitable growth for Clinical Effectiveness (“CE”) products and solutions within the assigned territory. This position will generate new sales revenue where the primary focus will be on specified verticals of targeted businesses and companies who seek to integrate drug information into their systems. This is a remote position and ideal candidates can be located anywhere near a major airport in the South/Central US region including: WI, MI, IN, KY, TN, GA, FL, MD, DC, VA, NC, SC, AL, MS, LA, AR. Specific job responsibilities are as follows:
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES
Learns and maintains a deep understanding of CE products and solutions, customers, target markets and the industry as a whole by maintaining a high-level mastery of all processes, systems and applications utilized within Sales.
Masters product, marketing, technical, and executive information provided in a timely manner (e.g., features, benefits, pricing, intended use, value proposition) for a wide breadth of offerings; learns how products and solutions fit into client processes and contributes to their business performance.
Establishes competence in demonstrating product use; assesses product/service strengths and weaknesses relative to the competition; understands business opportunities including competitive positioning, identification, development, and relationship management/maintenance with experts and leaders in the field.
Obtains and masters strategic information critical to the market (e.g., interests, priorities, technology trends, financial requirements), and collaborates with sales management and colleagues to continuously improve.
Continuously seeks sales opportunities to support a healthy sales pipeline by reviewing and evolving a list of prospects (e.g., by territory and market segment); researches contact information for decision-makers and influencers; builds daily and weekly call lists to support a healthy pipeline; conducts introductory calls with sufficient volume to establish a full calendar; engages potential clients at the management and executive level to identify business opportunities; seeks introductions to additional staff (e.g., power users, managers/decision makers, IT, operations); networks and establishes relationships with key accounts and associations to identify additional leads; and manages and reports all pipeline activity through the CRM database in accordance with timing and content standards.
Executes and finalizes the sales process to meet revenue targets and sales quotas by meeting with potential clients face-to-face; discusses, documents and fully understands clients’ business needs and goals (e.g., workflow analysis); matches clients' needs with CE product and service offerings to create opportunities and generate revenue; conducts presentations and demonstrations; negotiates pricing and contract details; finalizes contracts and sales; and updates the CRM database throughout the client development process.
Submits weekly and monthly reports detailing sales projections, pipeline and activity levels.
Contributes to new product development by capturing regularly occurring or leading-edge customer/prospect requests that are garnered through the sale process; identifies gaps/issues where current products/solutions do not meet client needs; consolidates prospects’ requests/gaps; shares information with internal teams (e.g. Product Development/Customer Success) to ensure prospects’ issues and concerns are known; and manages expectations on the timing, delivery and scope of product/solution enhancements.
Participates in organizational activities to meet or exceed company objectives by applying knowledge from background area of expertise to special projects that will help drive profitability and growth; participates in thought provoking, strategic discussions with departmental leadership; shares analytical, quantitative, and conceptual insights to enhance the organization; identifies opportunities to collaborate across divisions/territories and/or leverage partnerships; collaborates with peers to develop and advance company-wide initiatives and strategies; and serves as a key business leader, thought leader, and role model within the organization.
Represents Wolters Kluwer within the industry by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiatives; communicates in a professional, compelling, and articulate manner of speech, writing and formal presentation; behaves in ways that demonstrate corporate core values and culture; develops professional and positive relationships with customers and colleagues; and maintains a reputation of competence, integrity and professionalism.
Performs other duties as assigned.
Bachelor's Degree in Business Administration or related field; OR if no degree, equivalent work experience with quantifiable results of success
5 years of B2B sales experience in a comparable role including the following:
Developing and qualifying prospect lists
Making in-person presentations and web conference presentations to prospective clients to explain the business' products and services and their alignment with the client's needs
Developing and managing a large client base
Consistent achievement of sales quotas and targets
Microsoft Office Suite (Word, Excel, PowerPoint, Outlook & Teams)
7+ years business development experience targeting C-Suite decision makers within Information Services, Health IT or other relevant Health industry product and/or service
Selling a complex product/service requiring in-depth knowledge of the client's business and the product’s functionality
Developing accurate sales forecasts
Demonstrated ability to learn a complex product line quickly through self-initiative and discipline
Experience with a CRM tool (e.g. Salesforce.com) and Sales Process Frameworks (e.g. Miller Heiman)
Other Knowledge, Skills, Abilities or Certifications:
Maintain professional demeanor and ability to develop and maintain relationships at all levels with internal/external stakeholders
Collaborative mindset – effective at developing corporate and/or organizational policies and execute the implementation of these policies at corporate level
Strategic and tactical capabilities and mindset – ability to analyze the markets, competitors and the company’s strengths/weaknesses to overcome potential issues and convert to winning solutions
Ability to work with abstract ideas or situations across functional areas of the business and conceptualize/articulate them to a diverse audience in a concise manner
- 30-40% travel within territory
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.