*This is a hybrid position. You will be required to commute to 1 of our Dallas, Chicago, NY; Madison, WI or Irvine, CA offices on a weekly basis*
Wolters Kluwer Financial & Corporate Compliance CT Corporation is experiencing massive growth, and we are expanding our sales team nationally!
Wolters Kluwer Financial & Corporate Compliance provides a wide range of technology-enabled lending, regulatory and investment compliance solutions, corporate services, and legal entity compliance solutions. CT Corporation serves more than 350,000 customers in more than 150 countries, including 70% of Fortune 500 companies, 92% of the world’s top banks, 95% of the Am Law 100 and more than 300,000 small businesses. Our clients include corporate legal departments, insurers, small businesses, financial services companies, brand professionals, underwriters, governments and compliance and risk professionals.
As an Advanced Inside Sales Representative for Wolters Kluwer CT Corporation; you will have primary responsibility for driving profitable sales growth through winning new corporate accounts that meet or exceed sales goals. Customers are small to mid-sized corporations within an assigned territory that currently do not have CT Corporation as their registered agent. You will report to the Associate Director, Sales – Financial & Corporate Compliance, CT Corporation. Inside sales acquisition activities include the following:
You Will:
Learn full line of CT services including: features, benefits, pricing, intended use, value proposition and competitive position
Attend and fully engage in three to four week services training program for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline; and engaging in one-on-one training with Learning Solutions Team and Sales Manager
Learn and implement the sales process for CT products and services by staying informed of the prescribed sales process and understanding the complexities of selling products and services to corporate legal and financial departments
Manage assigned prospect account list that supports a healthy sales pipeline; organize customers by segment and opportunity (e.g., size, type of corporation); research contact information for decision makers and influencers; create efficient prospecting processes; build daily and weekly call lists; and maintain information within the Salesforce.com CRM database
Drive new business to meet weekly, monthly, and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish a full calendar of phone/virtual meetings and application demonstrations; follow up contacts or attempts with an email; discuss, document and fully understand client challenges, needs and goals; effectively articulate the value of CT services and address objections; secure the change of agent for new corporations; negotiate pricing and obtain all required approvals; follow standard protocol for initiating order processing/delivery; support Marketing promotions and campaigns
Improve CT market share within the territory by identifying organizations within assigned territory using competitors as registered agents; engage the client account at the management and executive level to identify business issues; conduct analyses and apply business knowledge to provide recommendations and assist in issue resolution with new services or extended services of current services; manage the transition to CT services to meet expectations and form the foundation for a long-term customer relationship; stay connected through meeting call standards with existing clients (until account is transitioned to a Retention Sales Representative) to ensure competitors are unlikely to move customers to their services
Manage time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity; grouping activities logically; conducting non-selling activities outside prime selling time; staying organized; incorporating knowledge of industry trends on results and tracking activities and resource utilization in accordance with standards
Facilitate implementation and management of CT products and representation services into client corporations by developing and maintaining extensive knowledge of how CT product implementation and client services are initiated and delivered; ensure that the assigned Service Team is informed early in the sales cycle; engage members from WK team to meet customers' needs; monitor implementation progress to ensure project is completed on time; and support account transition to the appropriate team
Represent Wolters Kluwer by developing and maintaining comprehensive knowledge of Wolters Kluwer services, industry trends and general business and financial acumen through various sources and initiative
You Have:
Education: Bachelor's Degree in Business, Marketing or other comparable discipline; Or if no degree, equivalent years relevant experience
Minimum Experience:
2 or more years of B2B commissioned sales or service of an intangible product (SaaS/software solutions, digital content or complex professional services)
Demonstrated experience with a consultative sales approach including developing and qualifying prospect lists and maintaining a high call volume
Experience selling and presenting to all levels of an organization from C-level to end users of products and services
Proficiency with Salesforce.com or other comparable CRM application
Track record of meeting and exceeding sales quotas and targets
Preferred Experience:
Working knowledge of Registered Agent, Corporate Reporting, and Business Licensing services
Enterprise solution selling experience
Additional Skills, Knowledge & Abilities:
Ability to work with a minimum amount of oversight
Experience working within a multi-division organization with various sales channels
Experience translating contacts gained through extensive networking into legitimate business opportunities
Working knowledge of record keeping and order entry systems (eg. One World, Arrow, and Voyager)
#LI-Hybrid
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $61,650-$85,200