Senior Field Sales Executive (Floater)
Posted Updated
Description
- As a Field Sales Executive, Floater for Wolters Kluwer Research & Advisory, you will have primary responsibility for driving profitable sales growth and providing temporary coverage in assigned accounting firms and/or corporations within multiple territories that meet or exceed sales goals
- You will report to the VP, Field Sales – Tax & Accounting, North America – Research & Advisory
- Master Product Knowledge:
- Develop deep expertise in the full line of Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning through structured training and self-guided learning
- Execute the Sales Process:
- Apply the prescribed sales methodology to effectively position products and services, ensuring alignment with customer needs and business goals
- Manage and Grow Accounts:
- Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and accurate information
- Drive New Business Development:
- Meet sales goals through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations to generate interest and close deals
- Retain and Expand Existing Business:
- Engage regularly with current clients to understand evolving needs, reinforce the value of existing solutions, and identify opportunities for upselling or cross-selling
- Apply a Consultative Sales Strategy:
- Build strong relationships and deliver tailored solutions by thoroughly assessing customer needs, fostering long-term satisfaction, loyalty, and growth
- Support Product Development and Issue Resolution:
- Identify gaps in current offerings, collaborate with product teams to translate client feedback into actionable specifications, and manage expectations around enhancements
- Increase Market Share:
- Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position WK solutions as strategic answers
- Optimize Time and Resources:
- Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and coverage
- Collaborate Across Teams:
- Share insights, strategies, and market intelligence with colleagues, and work constructively with sales leadership to resolve account conflicts
- Develop Strategic Plans:
- Create and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections
- Bachelor’s degree or equivalent relevant experience
- Creating and executing business plans and accurate forecasts
- Consistently meeting or exceeding sales quotas and performance goals
- Delivering effective product presentations, both virtually and occasionally in person, aligned with client needs
- Applying a consultative sales approach to uncover customer needs and deliver tailored solutions
- Turning networking contacts into viable business opportunities
- 3 or more years’ of internal WK sales experience with Tax content/SaaS or software products or Tax & Accounting industry sales experience with Tax content/SaaS/software product solutions including demonstrated experience with the following:
- Developing and qualifying prospect lists
- Advanced written and verbal communication skills
- Ability to work independently with minimal supervision
- High level of professionalism, strong work ethic, and commitment to excellence
- Strong attention to detail and ability to manage multiple high-priority tasks
- Formal sales training (e.g., Challenger Sales or similar methodologies)
- Flexibility to work extended hours when needed
- Excellent facilitation and influencing skills—able to drive collaboration without requiring consensus
- Comfortable operating in a fast-paced, collaborative, and matrixed environment
- Proven success in an inside or virtual sales role
- 5+ years of B2B sales or account management experience, ideally with software/SaaS business applications or information services
- Recognition for top performance, such as Pinnacle Club, President’s Club, Chairman’s Club, or other sales achievement awards
- Experience navigating multi-divisional organizations and working across various sales channels
- Familiarity with Tax and/or Accounting concepts and terminology