Field Sales Representative (IA, MN, NE & WI - Territory)
Posting Job Title: Field Sales Representative (IA, MN, NE & WI - Territory)
Requisition Number: 12-8782
City: All Cities, MN
Shift: Not Applicable
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.
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
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
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
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
Qualifications: Education and
experience. MLS or MBA degree,