AddressJob Summary
As a Senior Account & Relationship Managment Executive, you will be responsible for the Ovid portfolio of health research and learning content, the leading medical research solution in the market. You will have a large renewal base across multiple market sectors including academic, medical, government and corporate within an assigned geographic region. To be successful in this role you will be highly organized, with strong interpersonal skills, proven consultative sales experience and a genuine customer focus.
The role is expected to be customer facing approximately 30% of the time and this may include domestic as well as some international travel. As an RSM you will be required to manage customer communication and travel plans which include customer meetings, trade shows, sales meetings and industry events. If Travel is not possible the RSM will be expected to create engaging customer facing meetings and events to maintain the required touch points within their territory.
We offer hybrid working, this role is based in our Sydney.
Key Responsibilities:
- Maximizing revenue and meeting sales targets for your assigned territory:
- Achieving strong renewal rates in subscription sales through strategic account management
- Increasing account penetration by upselling existing clients and looking for new opportunities in existing accounts.
- Identifying new opportunities with new customers in line with company and territory growth strategies
- Sell across the whole portfolio, uncovering new opportunities through deep knowledge of the product and a willingness to deliver customer presentations/demonstrations of new content and technology.
- Managing Sales Process:
- WKH is a process driven sales team you will be using the CRM tool Salesforce in your daily workflow to manage and report on your territory.
- Build and maintain a sales pipeline in line with territory sales targets.
- Accurately forecast sales revenue in assigned territory on a weekly, monthly, quarterly basis
- Maintaining agreed sales activity targets for face to face calls and strategic phone calls on a monthly basis
- Prepare and implement key account and territory plans as required and work within assigned travel budget.
- Implementing Strategic Solutions:
- Developing strategic relationships with key accounts including clinical staff, senior hospital management, senior librarians, academic faculty as well as other influencers in the sales process.
- Build and implement a strategy for your territory to promote, integrate and increase usage of HLRP products.
- Developing and maintaining comprehensive product knowledge and product demonstration skills. Be able to position products to fit customers need and speak to a solution offering.
Essential Skills:
- Highly organized with strong analytical skills and attention to detail.
- Strong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solution
- Excellent communication, presentation and interpersonal skills. Confident presenting to a diverse audience, able to read the room, happy to demo software or present slides.
- Quick to adapt to different environments - experience running online presentations and meetings.
- Customer focused with an ability to build rapport with people easily, at any level, and develop long term relationships. Comfortable establishing contact and selling to all levels in any organization.
- Able to work as part of a team or independently in assigned territory.
- Open to coaching, self improvement and team training.
Technology Focus:
- Deep working knowledge of CRM tool - Salesforce is highly desirable
- Excellent IT skills - including Microsoft Word, Excel, Teams and PowerPoint
- Demonstrated ability to present software and technology solution
About You:
- Bachelor's Degree or equivalent relevant experience
- 5+ years proven sales experience in account management and new business with a demonstrated track record of achieving sales targets.
- Highly desirable - experience in selling subscription based content or technology.
- Has sold at an institutional level ie: library / academic/ clinical / information market.
- Experience negotiating complex sales such as consortia or government tenders.
- Understanding online information technology products such as discovery services is highly desirable
Our Values
Wolters Kluwer continuously strives for an inclusive company culture in which we attract, develop, and retain high-performing, productive, engaged, and diverse talent to deliver on our strategy. As a global company, having a diverse workforce from different backgrounds, nationalities, races, genders, gender identities, ages, sexual orientations, physical disabilities, religions, expertise, and talents is of the utmost importance.
We pride ourselves on our culture, which promotes inclusion, accessibility and flexible working arrangements. You can learn more about what we do by visiting our website: https://wolterskluwer.com.au/ or click on this YouTube link: https://youtu.be/5Vd08LQGBDQ?si=67-XKyvInCUoBahU/.
Culture and Benefits
- We care for our people and a part of that we offer:
- Flexible Working Arrangement - promoting work life balance
- Learning and Development opportunities
- Access to health and wellness programs
- Insurance Options
- Parental leave benefits that exceed legislative requirements
- The opportunity to work within a global organization with experienced leaders
