Product Specialist Product Specialist …

Wolters Kluwer
in Riverwoods, IL, United States
Permanent, Full time
Be the first to apply
Competitive
Wolters Kluwer
in Riverwoods, IL, United States
Permanent, Full time
Be the first to apply
Competitive
Product Specialist
Product Specialist - ELD Product Specialist - ELD USA-IL-Riverwoods-Lake Cook Rd/en-US/External/job/USA-IL-Riverwoods-Lake-Cook-Rd/Product-Specialist---ELD_R0009396/apply

The Product Specialist for Wolters Kluwer (WK) Legal Markets Group (LMG) is responsible for leveraging a

mastery of product and segment knowledge to continuously generate sales leads and follow them through

to completion for an expansive US territory. The Product Specialist teams with Account Managers and Key

Account Managers to identify leads and gain access to key decision makers within the client organization.

The Product Specialist delivers extensive product and industry knowledge to convey value proposition,

build customer confidence, negotiate and secure new business for the Legal Markets Group. The Product

Specialist also lends significant product and industry knowledge to internal strategy and special projects to

expand or optimize product features and marketing strategy.

  • Maintains a mastery and deep domain knowledge of the assigned product, competitors in the

marketspace, market segment, customers, and the industry as a whole by engaging in self-directed

learning (e.g., studying information provided in a timely manner); maintaining an expert knowledge of

all processes, systems and applications utilized within the department (e.g., prescribed sales

processes, CRM usage); mastering product, marketing, technical, and executive information provided in

a timely manner (e.g., features, benefits, pricing, intended use, value proposition); maintaining a deep

understanding of how products and solutions fit into client processes and contribute to their business

performance; continuously assessing product strengths and weaknesses relative to the competition;

understanding business opportunities, including competitive positioning; identifying, developing, and

maintaining strategic relationships with experts and thought leaders in the field (e.g., leading firms in

the segment); and obtaining and mastering strategic information critical to the market (e.g., interests,

priorities, cases, trends, financials).

  • Continuously seeks sales opportunities within a large geographic territory by reviewing and evolving

a list of accounts and prospects; building daily and weekly call lists to support a healthy pipeline;

conducting calls with sufficient volume to establish a full calendar; partnering with Account Managers

and Key Account Managers to identify and access key client personnel; engaging potential clients at the

highest level to identify business opportunities; seeking introductions to additional staff (e.g., power

users, managers/decision makers); networking and establishing relationships with key accounts,

practice groups and associations; attending and participating in industry events, trade shows and

conferences; and managing and reporting all pipeline activity through the CRM database.

  • Works both individually and with a team to execute and finalize the sales process to meet revenue

targets by coordinating with internal teams (e.g., Account Managers, Key Account Managers, Specialty

Law) to review account information (e.g., opportunities/interests, objections, risks, issues) and

develop a sales strategy; meeting with clients face-to-face; discussing, documenting and fully

understanding client business needs and goals; leveraging extensive product and industry knowledge to

articulate product value proposition; conducting presentations and/or product demonstrations;

answering detailed and/or complex product questions and addressing objections; building customer

confidence in the product and the brand; negotiating pricing and contract details (maximizing

profits/minimizing or controlling discounts); finalizing contracts and sales; following standard protocol

for initiating order processing and delivery; updating the CRM database throughout the client

development process; and collaborating with Account Managers and Key Account Managers to help

retain clients upon request.

  • Contributes subject matter expertise to the development of product and marketing strategies by

keeping abreast of the corporate and division mission and strategy; contributing analysis of the market

and competitive landscape to the development of product strategy; identifying and documenting gaps

or issues with the current product; relaying customer feedback and enhancement recommendations to

Product Management; recommending ways to optimize product alignment with other solutions

(internally and externally); collaborating with the marketing team to optimize product marketing

materials and strategies; collecting and presenting data to support changes to pricing programs and

market strategies; and collaborating with sales leaders and top performers to continuously improve the

sales processes.

  • Manages time and resources effectively to accomplish sales goals by planning for and scheduling all

sales activity; regularly participating in on-site visits; grouping activities logically (e.g., in-person

meeting in the same locale on the same or consecutive days); conducting administrative activities

(e.g., expense reports; order processing; updating CRM; e-mail) outside prime business hours;

considering and incorporating customer constraints into planning; and tracking activities and resource

utilization in accordance with company standards.

  • Participates in organizational activities to meet or exceed company objectives by attending national

sales meetings; assisting the development and delivery of sales programs (e.g., training programs,

product programs); applying subject matter expertise to special projects that will help drive

profitability and growth; participating in thought provoking, strategic discussions with management;

sharing analytical, quantitative, and conceptual insights to enhance the organization; identifying

opportunities to collaborate across divisions/territories and/or leverage partnerships; collaborating

with peers to develop and advance company-wide initiatives and strategies; participating as a

functional member of committees; and serving as a key business leader, thought leader, and role

model within the organization.

  • Maintains performance standards while working remotely (if participating in the @WorkAnywhere

program or other remote work arrangement) by ensuring availability during standard business hours;

ensuring phone and computer connectivity at all times; ensuring that work quality and quantity does

not deviate from what would be delivered in an office environment; and meeting or exceeding

expectations on all essential duties and responsibilities outlined above based on supervisor evaluation

and objective performance measures. Note: Working remotely in any capacity is a privilege for many

positions. It is within the supervisor’s discretion to grant or revoke this privilege.

  • Represents Wolters Kluwer within the industry by developing and maintaining comprehensive

knowledge of Wolters Kluwer products, industry trends and general business and financial acumen

through various sources and initiatives; communicating in a professional, compelling, and articulate

manner of speech, 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.

Education

Bachelor’s Degree in Business, Marketing/Sales, or related discipline; OR, if no degree, 7

years of outside sales experience.

Minimum Experience:  3 years of outside sales experience, including:

  • Networking and prospecting at all levels of an organization.
  • Interacting with people at all levels of an organization.
  • Conveying value proposition to clients.
  • Composing presentations and proposals.
  • Negotiating and influencing business decisions.
  • Meeting or exceeding revenue targets.
  • Demonstrating excellent presentation skills (including large audiences).
  • Demonstrating excellent written and verbal communication.
  • Utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
  • Utilizing Customer Relationship Management software.
  • Domestic travel approximately 50-75% of work time (e.g., client sites, industry events).
  • This is a remote, work from home position
All Locations: USA-IL-Riverwoods-Lake Cook RdPosted 2 Days AgoFull timeR0009396

Wolters Kluwer (WKL) is a global leader in professional information, software solutions, and services for the health, tax & accounting, finance, risk & compliance, and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with advanced technology and services.

Wolters Kluwer reported 2019 annual revenues of €4.6 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 19,000 people worldwide. The company is headquartered in Alphen aan den Rijn, the Netherlands. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.

For more information about our solutions and organization, visit , follow us on , , and .


EQUAL EMPLOYMENT OPPORTUNITY

Wolters Kluwer 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 any other protected status.

Product Specialist - ELD
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