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Director, Field Sales - Key Accounts - Remote

UpToDate

UpToDate

Sales & Business Development
London, UK · Georgia, USA · Minnesota, USA · California, USA · North Dakota, USA · New Mexico, USA · Delaware, USA · Nevada, USA · Idaho, USA · New Jersey, USA · Arkansas, USA · Connecticut, USA · North Carolina, USA · Missouri, USA · Washington, DC, USA · Michigan, USA · Maryland, USA · Alaska, USA · Louisiana, USA · Kentucky, USA · Kansas, USA · Indiana, USA · Nebraska, USA · Iowa, USA · Colorado, USA · Montana, USA · Wisconsin, USA · Oklahoma, USA · Washington, USA · Mississippi, USA · Utah, USA · Texas, USA · Illinois, USA · Tennessee, USA · Massachusetts, USA · South Dakota, USA · South Carolina, USA · New Hampshire, USA · Rhode Island, USA · Pennsylvania, USA · Oregon, USA · Wyoming, USA · Ohio, USA · Vermont, USA · Chicago, IL, USA · Florida, USA · Arizona, USA · Maine, USA · Alabama, USA · New York, USA · Remote
Posted on Saturday, February 10, 2024

The Financial & Corporate Compliance (FCC) division is comprised of CT Corporation and Compliance Solutions. The FCC businesses provide lending, regulatory and investment compliance solutions to financial institutions and legal entity compliance solutions to corporations, small businesses, and law firms.

The Compliance Solutions (CS) business serves financial institutions across four areas – Banking Compliance Solutions, Investment Compliance Solutions, Compliance Program Management and Lien Solutions. CS enables organizations to ensure adherence with ever-changing regulatory obligations, manage risk, increase efficiency, and produce better business outcomes.

Basic Function

The Director, Sales - Key Accounts – Compliance Solutions is a highly visible and critically important role that implements the strategic direction set by the Head of Sales and directs the work effort and performance of quota-carrying reps within key accounts, which include the largest financial institutions in the world. These key accounts are the most strategic and most valuable customers that Wolters Kluwer has, and the candidate of choice will take ownership of protecting and growing these accounts. This is a senior leadership role, reporting to the VP, Head of Sales for Compliance Solutions.

As the chosen Key Accounts Leader, you will be responsible for managing the key accounts budget, enforcing clear governance and supporting senior-level Account Executives to deliver against sales targets. You will be accountable for the performance of the Key Accounts organization by managing and paying close attention to key performance indicators and providing coaching and mentorship to senior-level Account Executives when needed.

A strong culture is pivotal to the success of WK Compliance Solutions (CS), which the Key Accounts leader will be responsible for nurturing and maintaining by partnering with other sales leaders, inspiring Account Executives, generating excitement and engagement within key accounts, and fostering a collaborative culture with other functions that support the go-to-market strategy (e.g., marketing, product, sales, Solution Consulting, Account & Relationship Management, Sales Support).

This role can be located remotely, anywhere in the United States, and will require domestic travel, including overnight stays as required. Travel is estimated to be approximately 20%.

Key Responsibilities:

  • Develop and implement plans and strategies to define and execute an integrated Compliance Solutions sales strategy in alignment with the Head of Sales strategic direction

  • Develop thresholds for key account designation, and develop criteria for future inclusion or removal; apply key account criteria to future acquisitions and integrate as needed

  • Build positive influence with key stakeholders or industry experts, both internally and externally

  • Identify and monitor potential customers within key accounts and build strong lucrative business relationships

  • Establish sales targets for accounts and reps based on overall sales strategy to maximize revenue; hold sales team accountable to metrics by managing forecasts, budget, and coaching

  • Provide insights into sales team’s performance and identify strategies / growth opportunities that help WK Compliance Solutions meet its growth and retention objectives

  • Monitor the pipeline and identify accounts with potential new or cross-sell opportunities

  • Develop and implement a set of standard operating procedures (sales methodology, process, tools) that incorporate best practices, and manage performance against success metrics

  • Create a workforce planning strategy, hire approved positions, Hire and develop additional sales resources, as needed, to drive and maintain high performance

  • Provide coaching to Key Account Executives to support deal closure and develop team talent

  • Foster a highly engaged, motivated, and strong-performing culture

  • Develop effective internal business relationships with other sales leaders including Solution Consulting, Account & Relationship Management, and Sales Support.

Job Qualifications

Education:

  • Bachelor’s degree or equivalent related experience.

Experience:

  • Minimum of 12 years combined successful commissioned sales experience and sales management experience required.

  • Industry experience and customer contacts; build or elevate brand presence in the specialty lending industry (e.g., on boards, relationships with associations) Proven track record of meeting and exceeding sales targets.

  • Experience leading, managing, coaching, and achieving results through sales leaders and team members.

Other Knowledge, Skills, Abilities or Certifications:

  • Communicate with senior levels of management in a clear, concise and effective way, internally and externally, virtually and face-to-face.

  • Facilitate and drive value during internal and customer meetings, especially with senior executive audiences.

  • Identify and aggressively pursue new revenue or cross-sell opportunities in alignment with the CS strategic direction and policies.

  • Foster an effective, collaborative and team-oriented environment, and collaborate with others across the organization.

  • Proven track record of meeting and exceeding sales targets.

  • Industry experience and customer contacts; build or elevate brand presence in the specialty lending industry (e.g., on boards, relationships with associations).

  • Lead, manage, coach, and inspire Sales team members.

  • Develop and mentor new and existing team members of varying levels of experience. Ability to maintain a motivated and disciplined environment.

  • Drive to connect with team members, cultivate excitement, and develop talent.

  • Stay organized and effectively manage multiple priorities at once.

  • Strong project leadership and change management skills.

  • Strong analytical, creative thinking, problem solving and decision-making skills.

  • Strong planning, organization, prioritization and time management skills—highly efficient.

  • Strong negotiation skills.

  • High degree of personal integrity and ethics.

  • PC knowledge and experience with basic knowledge of technology components and business applications.

  • Excellent written and verbal communication skills; group facilitation and presentation skills.

  • Team oriented, cooperative, and flexible.

  • Ability to form judgments, develop recommendations and make decisions based on limited data.

  • Experience designing the operating model and ways of working for entire sales teams, including governance, sales process and success metrics preferred.

  • Analytical background with the ability to interpret and action on sales data preferred.

#LI-Remote

Compensation:

Target salary range CA, CT, CO, HI, NY, WA: $182,500-$258,350


This role is eligible for Commission.

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.