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Inside Sales Representative

3 weeks ago

Auckland City, New Zealand Wolters Kluwer Full time

Purpose of role

As a member of the WKAP sales team, you will be responsible for growing, developing and managing relationships with prospective and existing clients within your allocated territory.You will effectively work through the sales process to ensure revenue generation and an excellent client experience.
- Manage an existing client base of around 400 clients with a view to grow your territory value
- Proactively engage with existing and new clients to develop close relationships with and understand your customers’ needs and provide them with a relevant, targeted solution
- Commercial awareness and ability to identify opportunities to cross sell solutions across our wide ranging product suite
- Display strong business acumen with a problem-solving, solution focussed attitude

Key areas of responsibility:

- Prepare plans identifying specific prospects, approach, and timeline to meet your sales targets
- Identify new and existing Wolters Kluwer clients and contact to qualify and close sales opportunities
- Collaborate with the customer segment sales stakeholders (e.g. Other Wolters Kluwer segments such as Legal, Corporate, and/or Tax & Accounting, Product Management, Commercial and Marketing), discussing and identifying selling opportunities
- Follow up on new leads and referrals from marketing initiatives and other sources
- Participate in marketing initiatives such as seminars, road shows, and other events
- Diagnose client needs and present solutions from our suite of products (Tax and Accounting, Legal, and Corporate solutions)
- Conduct product demonstrations either face to face or using the appropriate tools e.g MS Teams.
- Present product specific or training webinars to client groups to improve the customer experience
- Preparation and delivery of presentations, proposals, sales quotes and contracts
- Collect customer feedback and competitive intel to share with the wider team and business to enable current market knowledge
- Accurate recording and managing opportunity pipeline providing forecasts, reports, planned follow-ups and activities at each stage of the sales process
- Maintain an accurate CRM database (Salesforce) recording all client interactions
- Review existing accounts prior to their renewal date, focusing on retention of existing product and potential upsell opportunities
- Identify customer training requirements, co-ordinate and execute contact plans with our Specialist Trainers to drive usage and retention
- Continuous advancement of product knowledge along with industry knowledge is key to your ongoing learning and success
- Align your sales strategies with the wider WKAP strategies and goals

**Experience**:

- 3-5 years minimum in a customer facing Sales role - business development, account management, inside or field sales representative
- Knowledge of or experience in the Legal and/or Tax and Accounting market is advantageous but not required
- Experience selling software and/or online process driven solutions is preferred
- Tertiary degree within relevant discipline desirable but not required
- Customer focus is essential
- Proven ability to meet and exceed your targets
- A successful track record in new business development experience, combined with a solution focused, consultative sales approach
- Strong relationship building skills across all levels from through to C level
- Solid presentation experience within professional services

Key competencies
- A personal drive for success and high level of resilience
- Team player with a positive attitude and keen to share knowledge
- Ability to adopt various sales methodologies whilst ensuring the customer need and experience is top of mind
- Sustain high levels of activity, requiring strong organisational and time management skills
- Ability to sell by phone, web meeting, and face to face
- A genuine passion for sales

What’s in it for you?

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. The dedication of our highly specialised employees is one of our greatest strengths and key to our future success. Here are some of the benefits we offer for your personal and professional growth:

- Compensation: Competitive base salary, and an uncapped commission plan directly related to your sales target achievement
- Dedication to your ongoing professional Learning & Development including:

- Comprehensive product training
- Company paid Linked in Learning, GROW programme (paid professional development time 2 hours per month), and access to our CCH Learning programme
- Additional benefits include: Discounted private health insurance (Southern Cross); paid volunteering days (1 per year); Wellbeing initiatives including company funded access to meQuilibrium resources; company matched Kiwisaver; company funded income protection, life and disability insurance; Employee Assistance Program (E