Field Sales Representative- CCH, Tax and Accounting at Boston

Job Description

13-9643Field Sales Representative, CCH Tax and Accounting DivisionTerritory: Worcester and Boston, MA and Providence, RI. Prefer candidate to live in Boston area.Home base role, salary plus commissionCCHCCH, a Wolters Kluwer business is the leading provider of customer-focused tax, accounting and audit information, software and services for professionals (CCHGroup.com) and is part of the world?s largest tax and accounting provider, Wolters Kluwer Tax & Accounting.The digital future has arrived and the tax and accounting professions are changing rapidly. Professionals today have different needs, expectations and capabilities. In addition to accuracy, they need greater mobility, simplicity and speed. These needs place a premium on access to active intelligence, agile systems and integrated workflow solutions ? in short ?Best in Process? solutions. This is precisely the value that CCH delivers to professionals.The TAA Field Sales Representative for Wolters Kluwer Tax & Accounting has primary responsibility for driving profitable sales growth in assigned accounting firms that meets or exceeds sales goals. CCH Field Sales Representative activities include learning and staying informed on the complex and comprehensive Tax & Accounting software product line; learning and following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.Specific responsibilities and requirements follow.Learns full line of Tax & Accounting software products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard one week product training session for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline.Learns and executes the sales process for Tax & Accounting software products and services by staying fully informed of the prescribed sales process.Manages assigned account list that supports a healthy sales pipeline by reviewing target list provided; organizing customers by segment and opportunity (e.g., size, type of firm); researching contact information for decision-makers and influencers; building daily and weekly calling lists and making corresponding calls; and maintaining information within the SalesLogix CRM database in accordance with timing and content standards.Drives new account/customer development to meet weekly, monthly, and annual sales goals planning and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; participating in industry meetings, trade shows and sales meetings; conducting group presentations to generate interest in products and services.Maintains and grows existing customer business to meet weekly, monthly and annual sales goals by contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay informed of their business needs, and the value provided by existing WK solutions.Contributes to new product development and software issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; working with product managers to translate unmet client requirements into business and functional specifications; managing client expectations on the timing, delivery and scope of product enhancements.Improves TAA market share within the territory by identifying departments/business lines in target accounts using competitive products and engaging the client account at the management and executive level to identify business issues.Contributes to new product development and software issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements.Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity; grouping activities logically (e.g., in-person meeting in the same locale on the same or consecutive days).Other Duties:Collaborates with colleagues to exchange information such as selling strategies and marketing information.Works with other sales personnel and Division Sales Manager to address account/channel conflicts in a professional manner.Develops an Annual Business Plan based on accurate pipeline predictions, Mid-year business update, weekly reports and quarterly forecasts.Engages in weekly communication with manager.

Job Requirements

Education:Bachelors Degree in business, accounting, marketing, or related field; OR, if no degree, 4 years outside sales experience for non-manufacturing/non-agriculture product/services.Experience:3 years of sales experience to non-consumer organizations, including:Experience developing and qualifying prospect listsExperience consistently achieving quotas and goalsExperience developing and executing business plans and forecastsExperience translating contacts gained through extensive networking into legitimate business opportunitiesExperience making in-person presentations to prospective clients to explain the business products and services and their alignment with the clients needsExperience working independently with a minimum amount of oversightDemonstrated proficiency with MS Office Suite (Word, excel, PowerPoint and Outlook) & presentation toolsExperience with CRM tools i.e. SalesLogix; salesForce.com; etc.Preferred Experience:Experience using a Consultative sales approach5 years of B2B salesConsistent Club/Performance AwardsWorking within a multi-division organization with various sales channelsWorking in or selling products/services to the tax and accounting industrySelling software or information services products and/or servicesFormalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman)Understanding of tax-related rules, regulations & processes used within accounting firms or corporationsUnderstanding of tax software or information services productsTravel Requirements:Domestic travel to client sites, 60% - 70% of work time in territoryAbility to travel independently and overnightMust have valid drivers licenseMust have a carAbility to travel by airAbility to obtain a credit cardPhysical Demands:Ability to work from home officeWolters KluwerWolters Kluwer (www.wolterskluwer.com) is a market-leading global information services company. Professionals in the areas of legal, business, tax, accounting, finance, audit, risk, compliance, and healthcare rely on Wolters Kluwer?s leading, information-enabled tools and solutions to manage their business efficiently, deliver results to their clients, and succeed in an ever more dynamic world.Wolters Kluwer has 2011 annual revenues of ?3.4 billion ($4.5 billion/2.8 billion), employs approximately 19,000 people worldwide, and maintains operations in over 40 countries across Europe, North America, Asia Pacific, and Latin America. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. Its shares are quoted on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.Visit our website, YouTube or follow @Wolters_Kluwer on Twitter for more information about our customers, market positions, brands, and organization.Wolters Kluwer offers a competitive compensation and benefit package including 4-weeks of paid time off (1st year), 12 paid holidays, and a generous profit sharing program.We are an equal opportunity employer and committed to a diverse workforce.
Country: USA, State: Massachusetts, City: Boston, Company: Wolters Kluwer.