Senior Inside Sales Representative (Account Executive)
The Legal Hunter Account Executive for Wolters Kluwer is responsible for selling our information resources and software tools to the legal market. Special emphasis and focus on selling to law firms. Sales activities are focused on prospecting for new business in new customer accounts to Wolters Kluwer and or specified existing accounts. This role will be 100% remote or hybrid in New York City or Chicago offices
Responsibilities:
Manages territory based on geography, calling on any law firm that does not currently do business with Wolters Kluwer or specified existing account. Proactively solicit for customers by:
o Working with the Sales Manager to develop territory growth plans and strategies o Working with marketing team to insure timely and effective lead generation programs o Working with the Sales Manager to ensure all strategies and plans align with regional and corporate goals and objectives o Collaborating with the internal team at WK for the best customer experience(s) o Contributing sales expertise and customer feedback to the development of marketing strategy and product strategy. o Continuously seeks sales opportunities within the territory by reviewing their list of law firm unit prospects in their assigned geography; building daily and weekly call activities and work existing campaigns to support a healthy pipeline; conducting calls with sufficient volume to establish a full calendar; engaging potential clients at the management and executive level to identify business opportunities; seeking introductions to additional staff (e.g., power users, managers/decision makers); networking and establishing relationships; attending and participating in industry events and conferences; and managing and reporting all pipeline activity (and all activity) through Sales Force. oExecutes and finalizes the sales process to meet revenue targets. Meet with potential clients face-to-face as required, via webcast, or via phone; discussing, documenting and fully understanding client business needs and goals; identifying sales opportunities and articulating the value of legal products and services; answering product questions and addressing objections; conducting presentations and demonstrations; negotiating pricing and contract details (maximizing profits/minimizing or controlling discounts); proper sales account planning and analysis and finalizing contracts and sales; following standard protocol for initiating order processing and delivery and updating using Sale Force throughout the client development process. oSells non-legal and legal products to meet sales goals by calling customers in sufficient volume; learning about the customer's information needs and scheduling phone-based webinars. Educate customers on products; negotiating pricing and credit terms within approval limits; seeking approval for pricing discounts that exceed limit; pursue final sale/close in an assertive and timely manner; submitting completed orders for processing via Sales Force; following up with clients to ensure satisfaction and identify other sales opportunities; manage all activities in Sales Force. o Masters WK product line with expertise in software and workflow solutions o Masters sales process from qualification to close with expert demonstration & closing skills o Manages time and resources effectively to accomplish sales goals by maintaining and regularly reviewing a list of customer accounts and prospects; planning for and scheduling all sales activity; participating in live meeting calls; conducting administrative activities (e.g., order processing; updating SalesForce) in a timely manner. o Participates in organizational activities to meet or exceed company objectives by attending and participating in corporate sales meetings; applying subject matter expertise to special projects that will help drive profitability and growth; participating in thought provoking, strategic discussions with sales leadership; sharing analytical, quantitative, and conceptual insights to enhance the organization; identifying opportunities to collaborate across divisions/territories and/or leverage partnerships; collaborating with peers to develop and advance company-wide initiatives and strategies.
Qualifications Education:
o Bachelor's degree in Business or related discipline or equivalent experience Required
Experience:
o 4
years of sales experience o Motivated self-starter with hustle and persistence o Sincere customer empathy o Strong written communication, phone, presentation, and interpersonal skills o Experience selling technology and/or software o Highly organized and strong time management skills o Ability to work in fast-paced, changing environment o Strong sales ability with a software sales cycle o Detail oriented with strong analytical, time management and problem solving skills. o Ability to work well in a team. o Enthusiasm and eagerness to learn o Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work. o Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations o Highly responsive and resourceful. Positive 'can do' attitude and approach to problem solving o Networking and prospecting. o Interacting with people at all levels of an organization. o Conveying value proposition to clients. o Composing presentations and proposals. o Negotiating and influencing business decisions.
Salary Range:
$80K -- $100K
Minimum Qualification
SalesEstimated Salary: $20 to $28 per hour based on qualifications.
Responsibilities:
Manages territory based on geography, calling on any law firm that does not currently do business with Wolters Kluwer or specified existing account. Proactively solicit for customers by:
o Working with the Sales Manager to develop territory growth plans and strategies o Working with marketing team to insure timely and effective lead generation programs o Working with the Sales Manager to ensure all strategies and plans align with regional and corporate goals and objectives o Collaborating with the internal team at WK for the best customer experience(s) o Contributing sales expertise and customer feedback to the development of marketing strategy and product strategy. o Continuously seeks sales opportunities within the territory by reviewing their list of law firm unit prospects in their assigned geography; building daily and weekly call activities and work existing campaigns to support a healthy pipeline; conducting calls with sufficient volume to establish a full calendar; engaging potential clients at the management and executive level to identify business opportunities; seeking introductions to additional staff (e.g., power users, managers/decision makers); networking and establishing relationships; attending and participating in industry events and conferences; and managing and reporting all pipeline activity (and all activity) through Sales Force. oExecutes and finalizes the sales process to meet revenue targets. Meet with potential clients face-to-face as required, via webcast, or via phone; discussing, documenting and fully understanding client business needs and goals; identifying sales opportunities and articulating the value of legal products and services; answering product questions and addressing objections; conducting presentations and demonstrations; negotiating pricing and contract details (maximizing profits/minimizing or controlling discounts); proper sales account planning and analysis and finalizing contracts and sales; following standard protocol for initiating order processing and delivery and updating using Sale Force throughout the client development process. oSells non-legal and legal products to meet sales goals by calling customers in sufficient volume; learning about the customer's information needs and scheduling phone-based webinars. Educate customers on products; negotiating pricing and credit terms within approval limits; seeking approval for pricing discounts that exceed limit; pursue final sale/close in an assertive and timely manner; submitting completed orders for processing via Sales Force; following up with clients to ensure satisfaction and identify other sales opportunities; manage all activities in Sales Force. o Masters WK product line with expertise in software and workflow solutions o Masters sales process from qualification to close with expert demonstration & closing skills o Manages time and resources effectively to accomplish sales goals by maintaining and regularly reviewing a list of customer accounts and prospects; planning for and scheduling all sales activity; participating in live meeting calls; conducting administrative activities (e.g., order processing; updating SalesForce) in a timely manner. o Participates in organizational activities to meet or exceed company objectives by attending and participating in corporate sales meetings; applying subject matter expertise to special projects that will help drive profitability and growth; participating in thought provoking, strategic discussions with sales leadership; sharing analytical, quantitative, and conceptual insights to enhance the organization; identifying opportunities to collaborate across divisions/territories and/or leverage partnerships; collaborating with peers to develop and advance company-wide initiatives and strategies.
Qualifications Education:
o Bachelor's degree in Business or related discipline or equivalent experience Required
Experience:
o 4
years of sales experience o Motivated self-starter with hustle and persistence o Sincere customer empathy o Strong written communication, phone, presentation, and interpersonal skills o Experience selling technology and/or software o Highly organized and strong time management skills o Ability to work in fast-paced, changing environment o Strong sales ability with a software sales cycle o Detail oriented with strong analytical, time management and problem solving skills. o Ability to work well in a team. o Enthusiasm and eagerness to learn o Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work. o Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations o Highly responsive and resourceful. Positive 'can do' attitude and approach to problem solving o Networking and prospecting. o Interacting with people at all levels of an organization. o Conveying value proposition to clients. o Composing presentations and proposals. o Negotiating and influencing business decisions.
Salary Range:
$80K -- $100K
Minimum Qualification
SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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