[Hiring] Senior Field Sales Manager @Wolters Kluwer

Role Description

As a Senior Field Sales Manager for Wolters Kluwer Research & Advisory, you will have primary responsibility for driving profitable sales growth in assigned accounting firms or corporations within a geographic territory that meets or exceeds sales goals. You will report to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America.

• Master Product Knowledge: Develop deep expertise in the full line of Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning through structured training and self-guided learning.
• Execute the Sales Process: Apply the prescribed sales methodology to effectively position products and services, ensuring alignment with customer needs and business goals.
• Manage and Grow Accounts: Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and accurate information.
• Drive New Business Development: Meet sales goals through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations to generate interest and close deals.
• Retain and Expand Existing Business: Engage regularly with current clients to understand evolving needs, reinforce the value of existing solutions, and identify opportunities for upselling or cross-selling.
• Apply a Consultative Sales Strategy: Build strong relationships and deliver tailored solutions by thoroughly assessing customer needs, fostering long-term satisfaction, loyalty, and growth.
• Support Product Development and Issue Resolution: Identify gaps in current offerings, collaborate with product teams to translate client feedback into actionable specifications, and manage expectations around enhancements.
• Increase Market Share: Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position WK solutions as strategic answers.
• Optimize Time and Resources: Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and coverage.
• Collaborate Across Teams: Share insights, strategies, and market intelligence with colleagues, and work constructively with sales leadership to resolve account conflicts.
• Develop Strategic Plans: Create and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

Qualifications

• Bachelor’s degree or equivalent relevant experience.
• 3+ years of B2B sales experience, including formal sales training or internal WK sales experience.
• Demonstrated success in:
  • Developing and qualifying prospect lists.
  • Consistently meeting or exceeding sales quotas and performance goals.
  • Creating and executing business plans and accurate forecasts.
  • Applying a consultative sales approach to uncover customer needs and deliver tailored solutions.
  • Turning networking contacts into viable business opportunities.
  • Delivering effective product presentations, both virtually and occasionally in person, aligned with client needs.

Requirements

• Proven success in an inside or virtual sales role.
• 5+ years of B2B sales or account management experience, ideally with on-premise software, SaaS business applications, or information services.
• Recognition for top performance, such as President’s Club, Chairman’s Club, or other sales achievement awards.
• Experience navigating multi-divisional organizations and working across various sales channels.
• Prior sales experience in the Tax & Accounting industry.
• Familiarity with Tax and/or Accounting concepts and terminology.

Other Knowledge, Skills, or Abilities

• Ability to work independently with minimal supervision.
• Formal sales training (e.g., Challenger Sales or similar methodologies).
• Advanced written and verbal communication skills.
• Strong attention to detail and ability to manage multiple high-priority tasks.
• Comfortable operating in a fast-paced, collaborative, and matrixed environment.
• High level of professionalism, strong work ethic, and commitment to excellence.
• Flexibility to work extended hours when needed.
• Excellent facilitation and influencing skills—able to drive collaboration without requiring consensus.

Travel Requirements

• Up to 10% of work time in territory for client visits and team meetings. Minimal overnight travel (1-2X per quarter).

Compensation

$57,400.00 - $98,350.00 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.

Benefits

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