Wolters Kluwer Tax & Accounting North America is looking for a Field Sales Executive, Floater to join our Canadian sales team in a remote home office in Canada!
Wolters Kluwer is a global provider of innovative, integrated and customer-focused solutions that support the workflow of CPAs, corporate tax and accounting departments, and auditors; enabling growth, enhancing productivity and increasing profitability. Our research products with expert analysis and authoritative content, combined with high-quality software applications allow our customers to turn information into action.
The Tax and Accounting division in Canada is experiencing growth in new product development and in market penetration of our award-winning software products. Our professional tax preparation software is the gold standard used in all top 30 accounting firms. We also provide leading online tax research solutions used by the CRA and a suite of integrated and intelligent software that is the only complete office solution available in the Canadian market.
As a Field Sales Executive (FSE) Floater, you will have primary responsibility for driving profitable sales growth and providing temporary coverage in assigned accounting firms and corporations within multiple territories that meets or exceeds sales goals. You will be responsible for generating revenue by closing sales and selling products/services directly to end users virtually and via face-to-face contact. You will be involved with leading complex and difficult to close sales processes and will assist management with devising direct sales plans and strategies. FSE’s operate under minimal supervision with wide latitude for independent judgment. You will report to the Divisional Manager, Field Sales – Tax & Accounting, Canada.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES
- Meets/exceeds monthly sales quotas
- Develops and executes a territory sales plan for an assigned list of accounts within multiple territories to identify client needs and appropriate product solutions
- Schedules client meetings and organizes product demonstrations to optimize travel expenditures and service markets efficiently
- Builds and maintains a sales pipeline that will support on-going achievement of sales targets
- Meets activity standard KPI’s for weekly number of customer contacts, onsite client meetings and opportunity creation
- Monitors weekly progress against targets using assigned Salesforce.com reports and dashboards
- Provides monthly and quarterly forecasts for assigned territories
- Learns and executes the Wolters Kluwer sales methodology that incorporates the Challenger sales model and a customized opportunity sales process
- Follows up on marketing qualified leads from go to market campaigns
- Provides client feedback to Marketing and Product Management to inform current and future product development needs
- Maintains continuous professional and educational development to include product knowledge, sales training and organizational strategies
QUALIFICATIONS
Education
- Bachelor’s degree in Business, Commerce, Marketing, Accounting or related discipline; Or if no degree, equivalent years of relevant business experience
Minimum Experience
- 3+ years of B2B outside/field sales of an intangible product or service; preferably software/SaaS, digital content or information technology products and/or services
- Proven track record of consistently achieving/exceeding sales targets and quotas
- Prior experience with territory planning and sales forecasting
- Proficiency with Salesforce.com or other comparable CRM applications
Preferred Experience
- Tax/Accounting industry software/SaaS sales experience
- Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module)
- Consistent President’s/Chairman’s Club qualifier and achiever of other various sales performance awards
Other Knowledge, Skills or Abilities
- Ability, passion and the desire to compete on a daily basis
- Must be a self-starter--well organized and able to work both independently and in a team environment
- Exceptional presentation skills--comfortable leading in-person meetings with clients at all levels of an organization to explain products, services and solutions and their alignment with the client's needs
- Detail-oriented and ability to handle multiple top priorities
- Ability to function in a fast-paced, collaborative, matrixed organization
- Ability to work flexible schedule and overtime
- Excellent facilitation skills and ability to influence--drives for collaboration but not necessarily consensus
TRAVEL REQUIREMENTS
- Up to 25% to client sites and company events annually
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