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Wolters Kluwer Senior Field Sales Manager in Los Angeles, California

Generate new sales and retain existing sales in assigned territory. Developing and qualifying prospect lists from law school and undergraduate legal faculty, deans, administrators and library personnel. Making in-person presentations to prospective clients to explain the business’ products and services and their alignment with the client’s needs. Ability to work with Sales Force CRM to manage customer data base. Managing a large client base across a large geographic territory. Ability to demo online and technology products. Consistent achievement of sales quotas. Ability to work independently and be a team player. Must have excellent organizational and time management skills. Required to sell all products in the legal education portfolio, track business, adhere to metrics and provide world class customer service.

  • Achieve annual territory sales goals

  • Generate leads and close sales for adoptable electronic and print publications with law school faculty

  • Work with Bookstore Sales Channel Manager to sell discretionary and supplemental titles to students through law school bookstores, and assist Wolters Kluwer Law & Business student law school representatives in this endeavor

  • Maintain Wolters Kluwer Law & Business’ strong position in the law school market by ensuring continuity business

  • Master print and electronic product content for Wolters Kluwer Law & Business and competition titles, and share market intelligence and sales techniques with colleagues

  • Explain concepts clearly and adapt presentations to meet audience needs

  • Submit weekly school visit reports, including projections of adopted business

  • Update and maintain faculty and bookstore contact management system, including information on courses taught and books used

  • Ensure timely and accurate submissions of sales reporting and metrics

  • Participate in biannual sales meetings, as well as external conferences (Association of American Law Schools Annual Conference and other meetings) as directed

  • Build strong relationships with Legal Education purchase influencers, including Academic Deans, Academic Support coordinators, Registrars, authors and faculty

  • Performs other duties as assigned by supervisor.

Education:

  • Bachelor’s Degree in business or related field OR, if no degree, at least 5 years of sales experience

Experience:

  • At least 2 years of sales experience, including:

  • Developing and qualifying prospect lists

  • Making in-person presentations to prospective clients to explain the business’ products and services and their alignment with the client’s needs

  • Managing a large client base

  • Using online presentation tools

  • Consistent achievement of sales quotas

  • Presenting and gathering information both orally and in writing

  • Working both independently and in a team environment

  • Project management

  • Experience utilizing organizational and time management skills

Preferred Experience

  • At least 5 years of sales experience with an academic, legal, or professional publisher, including:

  • Selling to legal professionals (including attorneys, law professors, and law students)

  • Working trade show and conference events

  • Selling a complex product/service requiring in-depth knowledge of the client’s business and the products functionality

  • Developing accurate sales forecasts

  • Earning majority of total compensation in commissions

  • Demonstrated ability to learn a complex product line quickly through self-initiative and discipline

  • Regular attainment of President’s Club status

Other Knowledge, Skills, Abilities or Certifications:

  • Intermediate to Advanced using Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)

  • Tools and process enabling remote connection to internal systems

  • Customer Relationship Management Software; Salesforce.com in particular

  • Please Note: position will work from dedicated home office

50% travel annually. High concentration of traveling in peak selling months of March & April and September & October

Includes overnight travel throughout entire territory Monday through Thursday and travel to corporate offices or other locations for sales conferences and meetings.

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.

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