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Wolters Kluwer · 1 week ago

Director - Field Sales

United States

Full-time

Remote

Mid, Senior Level

$137K/yr - $244K/yr

7+ years exp

Wolters Kluwer is a leader in Enterprise Legal Management (ELM) Solutions, providing tools for corporate legal operations. The Director of Sales for ELM will lead a sales team, develop strategies for success, and drive sales revenue through effective management and collaboration.

BankingFinanceInformation ServicesInformation TechnologyLegalMobilePublishingSoftware

Hiring Manager

James Crawford

Responsibilities

Build, develop, and lead a sales team that is focused on success and achieving targets

Lead the team to exceed sales targets that are set forth at the beginning of each year

Drive sales with the team (and significant prospects) through a hands-on approach, spending time in the field with prospects and sales representatives

Conduct quarterly sales territory planning sessions with representatives to promote the success of the field sales team

Forecast annual, quarterly, and monthly sales to exceed regional sales quotas

Direct the work effort of sales representatives by setting strategy, assigning territories, and setting goals

Manage representatives and sales activities in developing and following strategic plans to identify prospective customers and maintaining existing customer base

Analyze reporting of prospecting activities in SalesForce.com to look for trends and implement corrective measures

Motivate and mentor the sales staff, train new reps and conduct performance management including development planning

Manage all established sales processes, drive compliance, and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence. Some important existing processes that need to be managed:

Sales Forecasting

Pipeline management (through SalesForce.com)

Sales strategy author and implementer – assessing progress and actions

Budgeting

Collaboration with other WK business units and third-party partners

Develop a team that embraces an organized, analytical, and structured approach to sales

Develop and execute regional sales strategies, implement regional marketing and sales (action) plans that support the goals & objectives of the business, and produce long-term growth and success

Maintain, develop and strengthen an excellent collaboration with the other members of the sales team and other groups in the company such as Product Management, Finance, Technical Support and Marketing

Work with Product Management team in North America to determine viable new products for the markets

Travel 30-50%

Qualification

Direct sales experienceSales management experienceSales forecastingSales strategy developmentSalesForce.com proficiencyAnalytical approachCollaboration skillsTeam leadershipMentoring skills