Manager, Inside Sales - Software Solutions *Existing Accounts*

Wolters Kluwer Tax & Accounting US (CCHGroup.com) is a leading provider of tax, accounting and audit information, software and services, and is a division of Wolters Kluwer, a market-leading global information services company.

It has served tax, accounting and business professionals since 1913. Among its market-leading solutions are The CCH® ProSystem fx® Suite, CCH Axcess™, CCH® IntelliConnect®, CCH® IntelliConnect Direct, CCH® Accounting Research Manager® and the U.

S. Master Tax Guide®. Wolters Kluwer Tax & Accounting US is based in Riverwoods, IL, with key office locations in Dallas, Wichita, New York, Washington, D.

C., Chicago and Torrance.

The digital future has arrived and the tax and accounting professions are changing rapidly. Professionals today have different needs, expectations and capabilities.

In addition to accuracy, they need greater mobility, simplicity and speed. These needs place a premium on access to active intelligence, agile systems and integrated workflow solutions in short "Best in Process" solutions.

This is precisely the value that Wolters Kluwer, Tax & Accounting US delivers to professionals.

As the Manager, Inside Sales for Professional New to Existing Sales , you will be accountable for the overall performance and results of a sales business team.

You will provide direction based on general policies / management guidance and oversee the management of net new customers and re-engagement of lapsed customers.

You will collaborate closely with Senior segment leadership, Marketing, Product Management, Finance, Human Resources, Compensation, Manager of Business Development, Learning & Enablement, and other internal partners.

Additionally, you will adapt departmental plans and priorities to address resource and operational challenges; ensure that project goals / milestones are met, business targets achieved, and approved budgets contained;

work toward objectives established by upper levels of management and recommend / implement departmental specific procedures.

You will report to the Vice President, Inside Sales - Tax & Accounting North America.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Manages and drives a sales team to meet and exceed quota (approximately $2.9 million )
• Regularly inspects key individual sales metrics used for diagnosis (i.e., call activity, opportunity pipeline, CRM usage, etc.)
• Provides regular, ongoing, one-on-one coaching with sales reps to continually enhance their sales success and development;
• evaluates skill levels throughout the entire sales cycle (prospect, question / develop, demonstrate, propose, negotiate, close) to identify strengths and weaknesses, and assists with plans and ideas to improve their effectiveness;

utilizes all available coaching opportunities including : regular 1 : 1 meetings, joint customer calls, phone observations and sales strategy planning

• Acts as a customer advocate / peer to ensure all potential service objectives are addressed and met
• Recruits, interviews, selects, and onboards new sales reps to the team and continually develops interviewing skills to select candidates with the skills, knowledge and talent to succeed
• Develops and maintains knowledge of organizational structure and processes to assist sales reps in effectively making sales or escalating and resolving issues.

Interacts constructively with other management positions throughout the business and acts as an advocate for the team and customer

• Provides business forecasts and business / strategy updates to senior leadership
• Represents Sales in various cross functional forums include business reviews, continuous improvement projects, strategy development, etc.
• Develops and implements the strategic direction and plan for new sales team to support and achieve long term growth initiatives
• Develops and implements strategies exploring related / expanded markets with current products and services
• Provides regular updates to VP of Sales on the execution of the strategy
• Creates customer / product penetration strategies and the deployment of such for new prospects
• Interprets and communicates customer requirements to enable development of services and operational capabilities to support new customers and business opportunities
• Ensures key financial measures are achieved within each functional team, including profitability targets
• Works effectively in situations involving shifting priorities and rapid change, demonstrating ability to cope well with challenging circumstances and leading teams through changes with positive outcomes

QUALIFICATIONS

Education :

Bachelor's degree or equivalent years’ of relevant work experience

Minimum Experience :

• 3+ years of sales management (supervisory) experience or completion of Wolters Kluwer Future Leaders Training Program and / or other applicable relevant leadership experience
• 5 or more years of successful strategic / solutions sales experience or related discipline
• Demonstrated ability to effectively coach individuals to attain sales results
• Demonstrated ability to provide ongoing training and development to a sales team

Preferred Experience :

• Prior sales of software / SaaS or other relevant subscription-based product solutions
• Prior relevant work experience or working knowledge of the Tax & Accounting industry including familiarity with terminology, principles and practices

Other Knowledge, Skills, Abilities, or Certifications :

• Demonstrated learning aptitude ability to absorb and apply extensive industry and product knowledge to customers
• Demonstrated ability to collaborate with internal business partners
• Excellent interpersonal skills, working effectively with a wide range of people at all levels
• Strong written and verbal communication skills
• Highly goal-oriented, focused on achieving / exceeding expected results
• Strong customer focus dedicated to meeting the expectations and requirements of customers and acts with customer in mind

TRAVEL

• Up to 10% annually for sales events and trade show
30+ days ago