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Senior Sales Business Retention Associate

Company: Wolters Kluwer
Location: Bloomington
Posted on: April 3, 2021

Job Description:

The Senior Sales Business Retention Associate performs inside sales and retention activities related to the existing customer set. The primary responsibility of the Retention Associate is to secure the various research product renewals, increase revenue through upselling and delivering on the annual price increases. Also responsible for generating, uncovering and forwarding leads to the appropriate Sales channels. These functions are performed in a manner consistent with company established timelines and objectives.

  • This position works from a remote home office and can be based anywhere in the United States.

    Essential Duties And Responsibilities
  • Learns the full line of CCH TAA Tax Research and Audit products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients.
  • Handles account management activity for Tax Research software customers to effectively promote and facilitate a positive renewal environment for the customer.
  • Executes the sales process for Tax & Accounting Research products and services by staying fully informed of the prescribed sales process.
  • Actively evaluates and explores new practices and tools to improve processes consistent with company guidelines and brings forward to management for implementation consideration.
  • Handles renewal activity for accounts, add-on sales activity, account management and other sales services and effectively tracks and manages renewal cycles throughout the year.
  • Contributes to new product development that meets customer needs by identifying gaps where current products do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications.
  • Improves WK CCH TAA Tax Research and Auditing market share by the transition to WK products to meet expectations and form the foundation for a long-term customer relationship; and staying connected with existing clients to ensure competitors are unlikely to move customers to their products.
  • Collaborates with Management, Retention Representatives, Account Executives and Alliance Team in developing joint sales plans, business plans, presentations, and creating referrals.
  • Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity.
  • Represents Wolters Kluwer by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiative.
  • Communicates Wolters Kluwer competitive advantage to customers in a compelling articulate manner in verbal and written conversations and presentations.
  • Behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

    Other Duties
    • Proactively pursues professional development activities (e.g., attending seminars, reviewing professional publications, establishing personal networks).
    • Manages time and company resources appropriately.
    • Performs other duties as assigned by supervisor

      Job Qualifications

      Education: A BS/BA degree in a business-related field or equivalent work experience in a professional sales setting.

      Required Experience

      Minimum of 2 years of experience in a sales or customer facing role including:
      • Experience making presentations to prospective clients to explain the business' products and services and their alignment with the client's needs.
      • Experience using online presentation tools.
      • Experience using a consultative sales approach.
      • Intermediate experience with recent version of Microsoft operating systems and Office, especially Word and Excel.

        Preferred Experience And Training
        • 1 year of experience in a sales retention role.
        • Technical, software or on-line solutions sales experience a plus.
        • Experience selling on premise and cloud-based solutions and services.
        • Experience working in a highly matrixed environment.Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module, Salesforce.com).

          Preferred Knowledge And Abilities
          • Understands the workflow of Tax Research and Auditing Departments.
          • Demonstrated ability to create positive working relationships with customers, co-workers and leaders.
          • Strong customer service and interpersonal skills.
          • Demonstrated ability to work independently and meet deadlines consistently with minimal supervision.
          • Good organizational skills and ability to prioritize work effectively to meet business needs.
          • Excellent English language skills required, both verbal and written.
          • Experience with CRM tools i.e. SalesLogix; Salesforce.com; etc.

            Travel Requirements: 5 - 10%
            • Attending offsite meetings
            • Ability to travel independently and overnight
            • Ability to travel by air
            • Ability to obtain a credit card

              Physical Demands: Home-based office environment that requires sitting for long periods of time and extensive computer use.

Keywords: Wolters Kluwer, Bloomington , Senior Sales Business Retention Associate, Accounting, Auditing , Bloomington, Illinois

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