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Wolters Kluwer Associate Director, Account/Relationship Management in Springfield, Illinois

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

The Associate Director, Account/Relationship Management will have responsibility for a defined region with a specified number of Account Managers. This role will oversee the assigned team of Account Managers and will be responsible for developing the overall strategic plan for the assigned territory, ensuring the successful execution of set goals. This role will require demonstrated leadership influencing c-suite customers within all assigned health systems.

The territory for this position is the Mid-Atlantic Region so the ideal candidate will be based in Michigan, Ohio, Indiana, Kentucky, or close proximity. Territory lines are subject to change periodically.

Essential Duties and responsibilities:

Territory Strategy Development

  • Coordinate with Inside Sales Director or Manager to develop and refine overall district / territory sales strategy and objectives

  • Evaluate sales pipeline and develop overall territory / district forecasts

  • Determine field force effort allocation and plans of action

Territory Strategy Execution

  • Manage Account Managers to execute overarching territory sales strategy and objectives

  • Coordinate with Inside Sales Director or Manager to manage overarching sales pipeline and territory / district performance

Direct and Coach Field Personnel

  • Measure, motivate and reward Account Manager team members

  • Provide strategic coaching on general sales strategy, call planning, time utilization, and the sales process

  • Provide strategic coaching on product offerings and value propositions

  • Provide tactical coaching on value-based selling and customer interaction skills

  • Facilitate organizational support and conflict resolution

Hire and Develop Team

  • Select and hire Account Manager team resources

  • Develop and groom for future succession

Customer Development

  • Advise Account Manager in interactions with key decision makers in Account Manager-led accounts, as needed

  • Build industry and association relationships

Sales Process Improvement

  • Work with VP sales and other Sales Directors, Sales Enablement, as well as internal non-sales teams to continually improve sales process

Administration and Field Intelligence

  • Provide feedback and field intelligence to the organization

  • Complete administrative tasks, reports and analyses

Job Qualifications:

Education : BS/BA Degree or equivalent, MBA preferred

Experience :

  • 10+ years of sales experience, including time in a senior sales role, coaching, mentoring, others, prior management experience preferred

  • If no prior management experience, a proven track record of going above and beyond the individual contributor role

  • Demonstrated ability for talent identification, team management, coaching, and conflict resolution

  • Experience with and ability to communicate field-based account management best practices

  • Aptitude for navigating and guiding team through sales process in a matrixed organization

  • Ability to construct, present and execute territory-level sales strategy plan

  • Proven track record of success in building relationships, presenting and influencing c-suite level customers

  • Ability to communicate value of sophisticated and complex products/technologies

Other Knowledge, Skills, Abilities or Certifications :

  • Personal and consultative approach

  • Very strong interpersonal and organizational skills

  • Expertise in Microsoft product suite and Salesforce preferred

Travel requirements:

  • Ability to travel overnight up to 60%

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.