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 for Wolters Kluwer Tax & Accounting, you will be responsible for generating revenue by closing sales and selling products/services directly to end users primarily via face-to-face contact. You will be responsible for complex and difficult to close sales and will assist management with devising direct sales plans and strategies. Additionally, you will operate under minimal supervision, with wide latitude for independent judgment. You will report to the Divisional Sales Manager, Tax & Accounting Canada.
YOU WILL:
- Meet or exceed monthly sales quotas
- Develop and execute a territory sales plan for an assigned list of accounts within a designated territory to identify client needs and appropriate product solutions
- Schedule client meetings and organize product demonstrations to optimize travel expenditures and service markets efficiently
- Build and maintain a sales pipeline that will support on-going achievement of sales targets
- Meet activity standard KPI’s for weekly number of customer contacts, onsite client meetings and opportunity creation
- Monitor weekly progress against targets using assigned salesforce.com reports and dashboards
- Provide monthly and quarterly forecasts for the assigned territory
- Learn and execute the Wolters Kluwer sales methodology that incorporates the Challenger sales model and a customized opportunity stage sales process
- Follow up on marketing qualified leads from go to market campaigns
- Provide client feedback to marketing and product management to inform current and future product development
- Continuous professional and educational development to include product knowledge, sales and organizational skills
YOU HAVE:
- A University or College degree in Business, Commerce or related discipline or equivalent business experience
- Minimum of 3 years of outside sales experience in a B2B environment selling software or information services products and or services. Selling into the accounting or similar vertical market is an asset.
- A track record of consistently achieving activity standards and quotas
- Territory planning and sales forecasting experience
- Experience managing a large geographic territory where travel is required to effectively service multiple cities/markets
- 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
- Proficiency with Salesforce.com or other comparable CRM applications
ADDITIONAL KNOWLEDGE, SKILLS, ABILITIES:
- Passion and the desire to compete on a daily basis
- Self-starter, well organized and able to work both independently and in a team environment
TRAVEL
- Up to 60% domestic travel to client sites within the assigned territory and across Canada and/or US for business meetings and conferences
- Ability to travel independently and overnight
- Must have a car and valid driver’s license
- Ability to travel by air if required
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