[Hiring] Manager, Account & Relationship Management - Regional Director, Nursing Education Field Sales @Wolters Kluwer

Role Description

This is a field-based sales position serving colleges and universities with nursing programs across a defined geographic territory.

The Regional Director, Nursing Education Field Sales leads a team of field-based sales professionals responsible for driving revenue growth, expanding institutional partnerships, and improving customer outcomes across an assigned region. This leader develops and executes regional sales strategy; coaches the team to achieve revenue, pipeline, and adoption goals; and builds senior-level relationships with nursing faculty, program directors, deans, administrators, and other academic decision-makers. The role requires strong leadership, disciplined execution, accurate forecasting, and effective collaboration with enterprise accounts, implementation, training, marketing, product, and customer success teams.

Responsibilities

• Develop and execute a regional sales plan aligned with company revenue, growth, retention, and market-share objectives.
• Lead, coach, and develop field sales representatives through regular field travel, account reviews, pipeline reviews, and performance discussions.
• Establish clear expectations, territory priorities, and accountability for prospecting, opportunity advancement, adoption growth, implementation readiness, and customer retention.
• Build and maintain executive-level relationships with nursing program leaders, faculty, administrators, and institutional stakeholders.
• Guide the team in selling consultatively across the curriculum, connecting educational solutions to program goals, student outcomes, faculty needs, and institutional priorities.
• Ensure opportunities, activities, forecasts, contacts, and account plans are complete and accurate in the customer relationship management system.
• Monitor regional performance, identify risks and opportunities, and implement timely action plans to close gaps.
• Partner with enterprise account managers and other sales leaders to coordinate account strategy, clarify ownership, and deliver a consistent customer experience.
• Collaborate with marketing, product, training, implementation, and customer success teams to support effective positioning, adoption, onboarding, and ongoing use.
• Provide competitive and market intelligence, including emerging customer needs, competitor activity, product feedback, and regional trends.
• Recruit, onboard, retain, and develop a high-performing, inclusive sales team.
• Manage regional travel and expenses responsibly and in accordance with company policy.
• Represent the organization at customer meetings, conferences, industry events, and internal leadership meetings.

Qualifications

• Bachelor’s degree or equivalent combination of education and relevant experience.
• 5+ years of experience in field sales, account management, or business development, including at least 2+ years of experience leading sales professionals.
• Demonstrated success achieving revenue and growth goals in a complex, consultative sales environment.
• Experience managing a sales pipeline, forecasting accurately, and using a customer relationship management platform to drive execution.
• Ability to travel regularly throughout the assigned region and attend national meetings as required.

Preferred Qualifications

• Experience in nursing education, higher education, educational publishing, healthcare education, or education technology.
• Knowledge of curriculum-wide solutions, assessment and testing products, digital courseware, and implementation requirements.
• Experience leading a geographically dispersed field sales team.
• Established relationships with nursing education leaders or professional associations.
• Advanced degree in business, education, nursing, or a related field.

Measures of Success

• Achievement of regional revenue, growth, retention, and market-share goals.
• Healthy pipeline coverage, accurate forecasting, and consistent sales-process execution.
• Growth in strategic institutional and curriculum-level partnerships.
• Effective customer onboarding, adoption, and long-term account health.
• Improved team capability, productivity, engagement, and retention.
• Strong cross-functional alignment and timely resolution of customer issues.

Skills and Competencies

• Sales leadership: Ability to set direction, translate strategy into action, and hold the team accountable for measurable results.
• Coaching and talent development: Skill in observing performance, delivering clear feedback, building capability, and addressing performance gaps promptly.
• Strategic account planning: Ability to assess complex institutions, identify decision-makers, prioritize opportunities, and coordinate resources.
• Consultative selling: Strong discovery, presentation, negotiation, objection-handling, and closing skills.
• Nursing education acumen: Understanding of nursing programs, curriculum needs, faculty workflows, student success priorities, accreditation considerations, and educational technology.
• Business and financial acumen: Ability to interpret performance data, evaluate return on investment, manage regional resources, and make sound commercial decisions.
• Pipeline and forecast discipline: Strong attention to data quality, opportunity progression, probability, timing, and risk.
• Executive communication: Clear, concise, and credible written and verbal communication with customers, team members, and senior leaders.
• Cross-functional collaboration: Ability to establish role clarity, align stakeholders, resolve issues, and maintain shared accountability for customer outcomes.
• Change leadership: Ability to lead teams through evolving products, technology, processes, territories, and market conditions.
• Customer focus: Commitment to responsive service, effective implementation, long-term partnerships, and measurable customer value.
• Organization and execution: Strong prioritization, time management, follow-through, and attention to detail in a geographically dispersed environment.
• Digital proficiency: Confident use of CRM, virtual meeting, presentation, reporting, and productivity tools.

Travel

Up to 50% or higher during key selling seasons and lower during semester breaks.

Compensation

$89,600.00 - $157,000.00 USD. This role is eligible for Commission. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location.

Additional Information

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to:

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

Full details of our benefits are available upon request.