(Sales) National Business Consultant, Real Property - Wolters Kluwer (Houston, TX) in Houston, Texas For Sale

Posting Job Title: (Sales) National Business Consultant, Real Property
Requisition Number: 12-xxxx
State: Texas
City: Houston
Shift: Not Applicable
Job Description: Position Title : National Business Consultant (Sales)
CT Corporation (www.ctcorporation.com), a Wolters Kluwer business, is committed to providing intelligent software and the highest quality service standards to support legal professionals in their workflows for corporate compliance and transactions, due diligence, litigation support, e-Discovery, law department management, and trademark management. CT builds its offerings within the framework of an extensive knowledge of our customers' work processes and the challenges they face. We continue to build on these strengths through close customer relationships and consistent research gleaned from our clients. CT companies provide the best solutions for registered agent, compliance and governance services, law department management, lien management, litigation support and trademark management.
This position will work out of a home based office and the preferred locations are; Texas (Dallas /Houston), Georgia (Atlanta), Louisiana.
The Real Property, National Business Consultant has primary responsibility for driving profitable sales growth and market share acquisition of CTLS real property services within identified verticals. Customers include but are not limited to large national financial organizations,large national legal firms. Time will be spent identifying sales opportunities for prospective customers as well as maintaining and expanding existing customer base with CT and CTLS. Business Consultant will become knowledgeable and stay informed on the complex and comprehensive CTLS suite product line; learning and following a comprehensive sales process; updating and managing sales pipeline information; managing time and resources effectively; provide leadership and direction to the organization in relation to sales opportunities surrounding evolving market opportunities; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting
activities.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Provides leadership/direction for CTLS as it relates to the real property market. Creates go to market strategies to ensure retention goals and market share targets are achieved.
. Establishes, maintains and extends knowledge of full line of CTLS products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients.
Director will partner with the Regional and National Sales management
by attending and engaging fully in standard product training session for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline; engaging in one-on-one training;studying information provided by product management and
marketing on an on-going basis ; working with actual products to establish
and maintain competence in demonstrating and using them; researching and learning how the products fit
into customers' processes and contribute to their business performance; and reviewing competitor
information. Execute on sales strategies.
. Executes and contributes to the sales process for CTLS products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling products and services to corporate
legal departments,financial institutions and law firms (e.g., interacting with individuals at all levels of the organization from c level
to general managers or senior partners to legal secretaries, consultative sales relationships,
understanding the nuances in CTLS's suite of real property products and software and
competitors); working across business units (e.g., AEs, Service teams, CT and IT), both internally and
externally, to negotiate a consensus; collaborating with Management and top performers to continuously
improve; and establishing credibility to properly serve a sophisticated business customer.
. Manages territory lists that supports a healthy sales pipeline by organizing customers by segment
and opportunity (e.g., size, type of corporation/firm, areas of practice, industry); researching contact
information for decision-makers and influencers (in some regions the assistance of a Customer Prospect
Specialist may be enlisted to assist in some prospecting activities); maintaining information within the
Salesforce.com CRM database in accordance with timing and content standards; and penetrating all viable
accounts in the assigned territory, due to the unique role of the Compliance Business Consultant.
. Drives new account/customer development to meet monthly, and annual sales and retention goals by
planning and conducting prospecting/introductory calls with sufficient volume to establish full calendar of
in-person meetings; participating in industry meetings, trade shows and sales meetings; conducting group
presentations to generate interest in products and services; meeting with clients to discuss, document and
fully understand their organizational structure and their problems, needs and goals; utilizing a solutions
seals approach to identify customer needs and present appropriate CTLS
solutions; effectively articulating the value of CTLS products and addressing objections; developing proposals
and responses to RFPs; demonstrating product solutions to decisions makers; taking intelligent and well informed
risks in the sales process; expanding services to current COA customers to provide a compelling
value proposition for partnering with CTLS's solution suite; negotiating pricing, including gaining approval
from sales managers arrangements that fall outside approved terms; maximizing profits/minimizing or
controlling discounts; actively securing the formal order; following standard protocol for initiating order
processing/delivery; interacting with AEs and Service Teams; structuring implementation solutions
appropriate to the product and needs of the client including collaborating with Legal, Tax, and/or IT, as
appropriate to customize sales; and updating Salesforce.com CRM database throughout the client
development process in accordance with timing and content standards.
. Maintains and grows existing customer business to meet monthly and annual sales and retention goals
by contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay
informed of their organizational structure, business needs, and the value provided by existing CTLS solutions;
participating in industry meetings, trade shows and sales meetings; ensuring the client retains WK as registered agent; identifying new business units within the client organization for which CTLS can provide or promote real property products and services; developing and maintaining client relationships with multiple decision makers and influencers within each accounts' multiple locations;
seeking introductions to other customer staff; developing proposals and responses to RFPs; expanding usage
or selling modified or upgraded solutions to meet current or future client needs; interacting with AEs and
Service Teams to expand their knowledge of an account and partner to identify opportunities; structuring
implementation solutions appropriate to the product and needs of the client including collaborating with
Legal, Tax, and/or IT, as appropriate to customize sales; and updating Salesforce.com CRM database in
accordance with timing and content standards.
. Contributes to new product development and software issue resolution that meets customer needs by
identifying gaps/issues where current products do not meet client requirements; working with product
managers to translate unmet client requirements into business and functional specifications; managing
client expectations on the timing, delivery and scope of product enhancements; ensuring efforts by CTLS are
completed on time and in scope based on specifications; and engaging corporate resources (e.g. AEs,
Service Teams, Product Development) to ensure client issues and concerns are resolved.
. Improves CTLS market share nationally by identifying departments/business lines using
competitive products; engaging the client account at the management and executive level to identify
business issues; conducting analyses and applying business knowledge to provide recommendations and
assist in issue resolution with new products or extended services of current products; managing the
transition to CTLS products to meet expectations and form the foundation for a long-term customer
relationship; and staying connected with existing clients to ensure competitors are unlikely to move
customers to their products.
. Manages time and resources effectively to accomplish sales goals by planning for and scheduling all
required sales activity; 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
Salesforce.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; considering and incorporating customer
constraints that can slow sales cycles into planning ); and tracking activities and resource utilization in
accordance with standards.
. Facilitates implementation and management of CTLS real property solutions into client
corporations by developing and maintaining extensive knowledge of how CTLS product implementation and
client services are initiated and delivered; supporting and driving knowledge internally and externally of
full array of compliance solutions; developing and executing hCue training plans and managing roll-out of
global training needs for large organizations to include a combination of on-site and electronic solutions;
ensuring the assigned Service Team Leader is fully informed early in the sales cycle; engaging members
from WK teams (e.g., Professional Services Manager, Implementation Specialists, Account Executives,
Product Marketing, Account Managers, Customer Account Specialists, Service Team) as appropriate to meet
customers' needs; participating in managing the budget; and monitoring implementation progress to ensure
project is completed on time.
. Ensuring CTLS leadership has clear
communicating strategy; transparency with pipeline management; providing leadership in relation to sales
opportunities surrounding evolving standards in compliance; collaborating on Proposals or RFP preparation
and product demonstrations; creating and delivering a training agenda; addressing application and service
challenges, as appropriate to assist sales organization; and
motivating field sales to sell.
. 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 by developing and maintaining comprehensive knowledge of Wolters Kluwer
products, industry trends and general business and financial acumen through various sources and initiative;
communicating Wolters Kluwer competitive advantage to customers in a compelling articulate manner in
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.
OTHER DUTIES
1. Collaborates with colleagues to exchange information such as selling strategies and marketing
information.
2. Works with other sales personnel to address
account/channel conflicts in a professional manner.
3. Develops an Annual Business Plan based on accurate pipeline predictions, Mid-year business
update, monthly reports and monthly forecasts.
4. Develops sales plan and leads/participates in territory strategy development and in supporting tactical
action to drive sales.
5. Interacts with Product Management and CTLS Executives to promote utility
product line in CTLS's business plan.
About Wolters Kluwer:
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 xxxx 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.
Visit our website, YouTube or follow @Wolters_Kluwer on Twitter for more information about our customers, market positions, brands, and organization.
Wolters Kluwer offers a competitive compensation and benefit package including 4-weeks of paid time off (1st year), 12 paid holidays, and a generous profit sharing program.
We are an equal opportunity employer and committed to a diverse workforce.
Qualifications: Education:
Bachelor's Degree in Business, Marketing, Law or related field; OR, if no degree, 10 years outside sales experience for non-manufacturing/non-agriculture product/services.
Minimum Experience: 10 years management experience with demonstrated track record of success in similar markets.
10 years of outside sales/customer management experience, including:
. Formulating high level and tactical strategies in sales process.
. Working independently with a minimum amount of oversight.
. Integrating information from multiple sources.
. Managing multiple large projects.
. Making in-person presentations to prospective clients, at all levels, to explain the business'
products and services and their alignment with the client's needs.
. Troubleshooting and solving technical issues (connectivity, hardware, and software).
. Translating contacts gained through extensive networking into legitimate business opportunities.
. Forecasting, developing business plans, and executing on them.
Preferred Experience (includes minimum):
. 10 years selling/managing CTLS product suite or equivalent real property products/services.
. consistent delivery of revenue/quota objectives.
. Broad knowledge of real property industry(financial institutions,title companies,mortgage organizations.
Strategic thinking
Comfortable in creating go to market strategies
. Sales process and activities
. Sales forecasting
. PC and basic technology components
. English language
. Database creation and maintenance
. Basic understanding of real property markets to include work flow and business
Non-Compete: Must be able to sell into all clients within the territory without restrictions or
challenges from enforceable
non-compete agreements held by the employee
and prior employers within 30 days of
employment.
Preferred Knowledge (includes minimum):
. Contract negotiation
. Real Property certifications
Technical Knowledge:
. Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
. Tools and process enabling remote connection to internal systems
. Record keeping and order entry systems; One World, Arrow, and Voyager in particular
. Web-based applications; PlaceWare, WebX, and Salesforce.com
Travel:
. Domestic travel to client sites, 65% of work time.
. Ability to travel independently.
. Must have valid driver's license.
. Must have a car.
. Ability to travel by air.
. Ability to obtain an American Express card.
*LI-WK
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