Sr. Strategic Account & Relationship Manager

The Sr. Strategic Account & Relationship Management Executive will be responsible for managing and growing existing Commercial Customer relationships in a defined, US-based territory.  Core functions include fostering relationships within account base, securing renewals, growing revenue through both price increases and application upsells, providing ongoing training and support to maximize usage. inner departmental account touches pertaining to account base and the communication of new enhancements to solutions and existing applications.
** Essential Duties and responsibilities
**** Opportunity Identification & Development
*** 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
* Record accurate customer data in the CRM system.
* Build effective sales pipelines.
* Prepare activity and forecast reports.
* Attend conferences and trade shows to promote product visibility and generate leads
** Active Selling
*** Meet and exceed monthly, quarterly and yearly revenue targets through complete ownership of a assigned book of business
* Create and update a Book of Business Plan to include strategy, tactics and milestones as it relates to hitting goals set by the company.
* Customize and communicate product value proposition and solution design
* Develop and review implementation scope
* Coordinate with Sales Operations 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 Retention & Satisfaction
*** Build lasting customer relationships to retain and grow existing commercial customer base
* Review account utilization management reporting and provide recommendations
* Conduct regular account review meetings
* Collaborate with marketing in account communications planning and marketing campaigns
* Identify cross-sell and up-sell opportunities
* Work closely with other Commercial Sales colleagues on new implementation, training of customers
* Manage all aspects of trial and subscription usage activity to ensure the customer realizes the full value of our services
* Trains all new clients and proactively seeks out training opportunities with existing clients who demonstrate low product usage.  Client usage stats must be reviewed during the monthly meetings with the Account Manager to identify renewal concerns and the need for additional training opportunities.  Responds promptly and professionally to customer inquiries and seeks out opportunities to provide a high level of customer service.
* Collaborate with marketing in account communications planning and marketing campaigns.
** Sales Leadership
*** Provide territory coverage as needed
** Other Duties
*** Assist and communicate effectively with all departments as it relates to the company selling process
* Comply with established sales policies, pricing guidelines, and best practices
* Maintain the highest standards of integrity and respect for co-workers and customers Special projects as assigned
* Act as liaison between the marketplace and Wolters Kluwer Product Development Team by actively seeking out and documenting product and market feedback
* Participating in new system user acceptance testing
** Job Qualifications
*
* Education:

Bachelor's degree or equivalent years of experience.

Experience:

A minimum of 5 years of sales experience preferably in healthcare or IT related sales with a track record of success in building relationships throughout relevant customer disciplines and departments, meeting goals and presenting to high level decision makers.

Other Knowledge, Skills, Abilities or

Certifications:

• Strong computer skills (Internet, Excel, PowerPoint, Word, CRM Programs)
• Experience demonstrating and selling sophisticated and complex products/technologies
• Possess strong product knowledge of all CE applications that are sold in the commercial market
•…