Field Sales Representative (IA, MN, NE & WI - Territory)

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Listing Info

Posting Job Title: Field Sales Representative (IA, MN, NE & WI - Territory)
Requisition Number: 12-8782
State: Minnesota

City: All Cities, MN

Shift: Not Applicable

Job Description

Wolters 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.
Ovid Technologies is an internationally recognized leader of electronic medical, scientific, and academic research information solutions. By providing a customizable suite of content, tools and services, Ovid supports the diverse research needs of its 13 million users worldwide - academic, medical, and corporate professionals and students seeking fast, accurate answers to important questions that help to fuel discoveries, explore topics, or research new theories. www.wolterskluwer.com www.ovid.com (a Wolters Kluwer Company)

The Field Sales Representative (FSR) for Wolters Kluwer Medical Research Sales Channel has primary responsibility for driving profitable sales growth in accounts within an assigned geographic territory that meets or exceeds sales goals. The Medical Research Channel focuses on selling electronic access to journals, databases, electronic textbooks and related materials, as well as point-of-learning systems to medical, scientific and academic research professionals.

Activities include learning and staying informed on the complex and comprehensive OVID product line; following a comprehensive sales process to expand existing accounts; maintaining and growing existing customer business to meet annual sales goals; improving OVID market share within the territory, managing time and resources effectively; understanding and communicating customer needs to inform product improvements and product extensions; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities. The position reports into the Regional Director, West Division Sales. Geography of the territory includes Wisconsin, Minnesota, Iowa and Nebraska. Candidates must reside any where within the territory.

Primary Responsibilities

Learns full line of OVID Technologies' product portfolio including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in product training sessions; studying information provided by product management and marketing in timely manner until mastered; working with actual products to establish and maintain competence in demonstrating and using them; researching and learning how the products fit into each instructor's teaching style; reviewing competitor information to be able to compare and contrast them with WK products; developing awareness and basic knowledge of other WK products within separate divisions that may contribute to selling

  • Manages assigned account list that supports a healthy sales pipeline by reviewing target list; organizing customers by segment and opportunity (e.g., size, type of institution) which includes selling to and promoting usage to Professional Allied Healthcare and Information Agencies, Hospital and Academic institutional accounts in the assigned region; researching contact information for instructors and other decision-makers; building daily and weekly calling lists; and maintaining information within the Sales Force.com CRM database in accordance with timing and content
  • Drives new account/customer development to meet weekly, monthly, and annual sales goals by staying
    fully informed of the prescribed sales process; understanding the complexities of selling to Medical Research & Allied Healthcare professionals ; conducting prospecting/introductory calls with sufficient volume to establish a full calendar of meetings; conducting meetings with clients to discuss, document and fully understand their problems, needs and goals, and introduce OVID Technologies products; effectively articulating the value of our products and
    addressing objections; demonstrating product solutions to decisions makers; encouraging and managing
    trial usage and desk copies, including assisting clients in their early use to ensure an optimal experience;
    negotiating pricing, including gaining approval from sales manager for arrangements that fall outside
    approved terms; actively securing the formal order (for institutional sales, representatives must receive
  • O. for purchase of the product); and following standard protocol for initiating order
  • Maintains and grows existing customer business to meet annual sales goals by contacting existing clients
    and zero based accounts in sufficient volume and with appropriate regularity to stay informed of their
    journal, textbook and electronic needs and the value provided by existing OVID Technologies solutions;
    seeking contact with additional faculty and staff; and expanding usage or selling modified or upgraded
    solutions to meet current or future client needs. Compiles data on marketing trends, competitive products and pricing and reports to
  • Manages time and resources effectively to accomplish sales goals by planning for and scheduling all
    required sales activity in proper ratios; grouping activities logically (e.g., in-person meeting in the same
    locale on the same or consecutive days); conducting non-selling activities (expense reports, order
    processing, updating Sales Force.com, e-mail) outside prime selling time (i.e., before/after standard business
    hours, weekends); staying organized and ensuring laptop, wireless connectivity and other infrastructure
    elements of the sales process are operating properly at all times; troubleshooting and correcting technical
    issues when they arise; incorporating knowledge of industry trends/cycles on results; and tracking activities
    and resource utilization in accordance with
  • Participates in regional and national trade shows, conferences and sales meetings, industry trends and general business & financial acumen through various sources and initiative; communicating OVID Technologies competitive advantage to customers in a compelling articulate manner in writing and formal presentation; 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.

    Travel
  • Function in the field 70% of work
  • Must possess a valid driver's
  • The ability to travel and work independently

    • Qualifications

    Qualifications: Education and

  • Bachelor's Degree in business or related field; OR, if no degree, 7 years publishing field sales
    experience. MLS or MBA degree,
  • A minimum 3-5 years of on-line publishing/field sales
  • Proficient at conducting presentations to prospective clients to explain the professional related products and services and their alignment with the client's needs using online presentation
  • Consistent achievement of sales quotas including knowledge of the healthcare market and previous medical sales experience,
  • Utilizing and troubleshooting technology (e.g., laptop, software applications, internet
  • 5 years publishing field sales experience, preferred in healthcare/academic publishing or content delivery (i.e.: e-books, journals, print, medical or health care reference)


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