Manager, Inside Sales *SaaS* Hybrid

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***This is a hybrid position requiring working from a Wolters Kluwer office on a weekly basis***

Wolters Kluwer Legal & Regulatory, is a leading global provider of intelligent information and digital solutions in key specialty areas for legal and business compliance professionals. In an increasingly dynamic world, Wolters Kluwer Legal & Regulatory connects legal and business communities with timely, specialized expertise and information-enabled solutions to support customers’ success through productivity, accuracy and mobility.

As a Manager, Inside Sales for Wolters Kluwer Legal & Regulatory, you will build and lead a competitive and highly motivated team of Sales Representatives towards achieving departmental sales goals while ensuring consistent performance and customer satisfaction for the Corporate Market segment business.  The target market for this segment will be current corporate clients throughout the U.S. You will be responsible for driving sales strategies, optimizing processes, and managing resources efficiently. Your role is vital in shaping a high-impact sales strategy and fostering a cohesive, motivated team environment.  You will report to the Director, Sales – Legal & Regulatory U.S.  Detailed job responsibilities are outlined below:

YOU WILL

• Establish optimal sales territories; manage team performance; understand and communicate customer needs to inform product improvements and product extensions; ensure execution of sales and marketing activities; oversee the development, implementation and of use of sales metrics and CRM

• Maximize revenue by staying fully informed of the sales process; maintain knowledge and understanding of the products and market; assist reps in assessing risk; ensure that sales reps possess accurate and comprehensive product knowledge to establish credibility and to properly serve a sophisticated business customer; participate in the sales process as necessary to assist with closing sales

• Collaborate with other functional units (e.g. Marketing, Product Managers) and sales leaders to continuously improve the process; train and model the approved sales protocol by participating in sales activities regularly

• Contribute to sales planning by working with Director to develop action plans that support company goals and objectives; prioritize and carry out work activities; stay organized and ensure elements of the sales process are operating properly at all times; incorporate knowledge of industry trends/cycles and document activity and results in company databases and the sales tech stack; estimate and update revenue probability (forecasting) and provide updates to the Sales Director; compile information into regular reports as requested

• Contributes to issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; work with Product Managers to translate unmet client requirements into business and functional specifications; manage client expectations on the timing, delivery and scope of product enhancements

• Manage team member performance by monitoring key performance indicators; ensure sales rep activity is documented using the sales tech stack (e.g., email activity, phone/web meetings); analyze data for patterns and indicators of performance decline; document and discuss performance issues directly with underperformers early and often; directly provide additional training and work opportunities to resolve issues; work with HR to establish Performance Improvements Plans (PIPs) and proactive hiring plans; work with Recruitment team to fill open positions (e.g., provide information on candidate requirements and timely feedback on interviews; make hiring decisions in a time efficient manner; facilitate on-boarding of new hires and provide training for new team members to shorten learning curve

Other Duties:

• Collaborate with colleagues to exchange information such as selling strategies and marketing information
• Work with other sales personnel and Director to address account/channel conflicts in a professional manner
• Develop an Annual Business Plan based on accurate pipeline predictions, Mid-year business update, weekly reports and quarterly forecasts
• Submit reports as requested by the Sales Director and/or others
• Perform various ad hoc duties as requested by Sale Director
• Proactively pursue professional development activities

YOU HAVE

Education:

• 4-year bachelor’s degree in Business Administration or related field; Or if no degree, equivalent relevant work experience

Minimum Experience:

• 3 or more years of sales supervisory leadership, including:
  • Product and promotional pricing strategy
  • Business planning and budget development
  • Proven ability to manage reps to sell on value rather than just functionality
  • An accomplished track record of successfully managing sales rep utilizing insight selling methods
  • Experience building and maintaining relationships at the “C” and “VP” levels
  • Quantitative analysis of sales programs, costs, results and ROI
  • Driving change initiatives

• 5 or more years of B2B inside sales or account management, including:
  • Software/SaaS or content delivery and workflow sales
  • True accountability for revenue generation and proven track record for meeting or exceeding revenue targets

Preferred Experience:

• Sales/sales leadership experience in the corporate legal space

TRAVEL

• <15%   annually

#LI-Hybrid

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

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, and Paid Parental Leave. Full details of our benefits are available upon request.