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Wolters Kluwer Senior Inside Sales Representative in Waltham, Massachusetts

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.

CE's mission is to improve care worldwide. To achieve this vision, CE has strived to deeply understand the challenges facing clinicians and provider organizations as they evolve their workflow to cope with changing regulatory payment pressures while striving to deliver high quality and effective care.

We are searching for a Senior Inside Sales Representative to join our team!

In this role, you will be using your expertise in healthcare information technology, medical informatics, relationship building and networking in the healthcare market to expand the use of Clinical Effectiveness solutions for healthcare institutions within your assigned territory. The Senior Inside Sales Representative will be paired with a Field Account Manager and will be responsible for the retention and growth of existing customers along with acquisition of new customers. Territories are subject to change periodically. This position can be based in our Waltham, MA or Chicago, IL office.

Opportunity Identification & Development

  • Coordinate closely with Account Manager

  • Identify target opportunity and stakeholders

  • Facilitate outreach and background information collection with new opportunity

  • Identify and build relationships with key stakeholders

  • Conduct customer needs assessment

  • Qualify target opportunity based upon account value, threats, and barriers

  • Determine opportunity accountability & responsibilities by role for active selling phase

Active Selling

  • Identify and validate customer needs

  • Communicate product value prop and solution design

  • Customize value prop/solution and product solution proposal

  • Develop and review implementation scope

  • Obtain solution acceptance

  • Coordinate with Account Manager team to execute collaborative active selling functions including contract creation, terms and conditions development, quoting, and contract modifications

  • Conduct contract reviews, pricing, negotiation

  • Obtain final signature and finalize order

Customer Management

  • Review account utilization management reporting

  • Conduct account review meetings

  • Provide ad-hoc customer support and issue routing

  • Collaborate with marketing in account communications planning and marketing campaigns

  • Identify and close cross-sell and up-sell opportunities

  • Execute contract renewals

Job Qualifications

Education :

College degree or equivalent work experience

Experience:

  • 3+ years of prior work experience, preferably in a similar inside sales position.

  • Demonstrated ability to build relationships with and present to key decision-makers, a plus if background is with hospitals and health systems

  • Excellent account management skills and ability to manage external and internal business priorities

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

  • Highly motivated, with proven ability to over-achieve individual and team-based targets

  • Ability to construct, present and execute a Territory Business Plan

  • Ability to effectively partner with and support field-based team to achieve mutual goals

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.

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