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Wolters Kluwer Account & Relationship Management Executive in Wichita, Kansas

This position can be 100% remote

Wolters Kluwer is a global leader in professional information services. Professionals in the areas of legal, business, tax, accounting, finance, audit, risk, compliance and healthcare rely on Wolters Kluwer's market leading information-enabled tools and software solutions to manage their business efficiently, deliver results to their clients, and succeed in an ever more dynamic world. Wolters Kluwer combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right.

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.

The Account & Relationship Management Executive position is a remote opportunity with the geographic territory of Kansas City-St. Louis the person will ideally be based in or around that area. Territories are subject to change periodically.

This role will maintain post-sales contact with large or strategic clients in order to facilitate a positive and productive long-term relationship. You will communicate with customers with regards to any account problems and discusses customer concerns and suggestions. You will focus efforts on product feedback, enhancement, upgrades, and development. Reports suggestions to and develops solutions with sales, order processing, and customer support team. May handle add-on sales for clients.

Responsibilities

  • Opportunity Identification & Development

  • Closely coordinate with Inside Sales

  • 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/product solution proposal

  • Develop and review implementation scope

  • Coordinate Inside Sales team in executing supporting active selling functions including contract creation, terms and conditions development, quoting, and modifications

  • Conduct contract reviews, pricing, and negotiation

  • Obtain final signature and finalize order

  • Customer Management

  • Closely coordinate with Inside Sale team in select customer management reporting and preparation

  • Review account utilization management reporting

  • Conduct regular account review meetings

  • Collaborate with marketing in account communications planning and marketing campaigns

  • Identify cross-sell and up-sell opportunities

  • Oversee contract renewals driven by Inside Sales team

Qualifications

  • Bachelor’s degree or equivalent work experience; MBA preferred but not required

  • 5+ years of experience in a healthcare sales role preferred

  • Demonstrated ability to build relationships with and present to key decision-makers of hospitals and health systems

  • Proven track record of coordinating with Inside Sales representatives to advance opportunities in in territory

  • 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

  • Excellent analytical, listening and presentation skills

  • Effective time management and prioritization skills

  • Exceptional verbal and communication skills

  • Excellent administrative and organizational skills and process-orientation

  • Expertise in Microsoft product suite and Salesforce preferred

  • Ability to travel up to 30-50%

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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