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    Senior Sales Business Retention Associate - Pennsylvania, United States - CCH Incorporated

    CCH Incorporated
    CCH Incorporated Pennsylvania, United States

    4 weeks ago

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    Full time
    Description

    Wolters Kluwer Tax & Accounting North America is looking for a Senior Sales Business Retention Associate to join our Research & Learning team in a remote home office in the US

    Research and Learning, US ) is part of Wolters Kluwer Tax & Accounting , one of the world's leading providers of tax, accounting and audit information, solutions and services to accounting firms, corporate tax and auditing departments, federal and state government agencies, universities and libraries. Today, the tax and accounting profession is changing and the regulatory landscape is becoming increasingly complex, making it harder to ensure accuracy and effectiveness for clients. As the pace of that change accelerates, Wolters Kluwer continues to be at the forefront of advancement to ensure that tax and accounting professionals have real-time access to answers to complex questions about tax legislation, case law, tax rates and tax rules.

    Our key solutions include the CCH AnswerConnect research platform that helps streamline workflows, improve accuracy and efficiency, and give users unprecedented access to world-class content; CCH Account Research Manager , which provides tax and accounting professionals with all essential guidance they need to stay in compliance with GAAP, GAAS, and SEC rules and regulations; as well as CCH CPELink , a convenient online self-study resource for tax and accounting professionals to complete their continuing professional education (CPE) requirements.

    As a Senior Sales Business Retention Associate for Wolters Kluwer Tax & Accounting, Research & Learning ; you will perform inside sales activities related to the existing customer base. Your primary responsibility is to secure the various SaaS content product renewals, increase revenue through upselling and delivering on annual price increases. Additionally, you will be responsible for generating, uncovering and forwarding leads to the appropriate sales channels. You will report the Manager, Sales Business Retention – Wolters Kluwer Tax & Accounting, Research & Learning.

    ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Learns full line of Tax & Accounting software products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients
  • Handles renewal and add-on sales activity for accounts--effectively tracks and manages renewal cycles throughout the year
  • Handles account management activity for Tax & Accounting SaaS content customers to effectively promote and facilitate a positive renewal environment for the customer
  • Provides sales service to Tax & Accounting SaaS content prospects and works with field sales force to assist in prospecting and securing new business
  • Executes the sales process for Tax & Accounting SaaS content products and services by staying fully informed of the prescribed sales process
  • Collaborates with Management, Retention Representatives and Account Executives in developing joint sales/business plans, presentations and referrals
  • Contributes to new product development that meets customer needs by identifying gaps where current products do not meet client requirements and working with Product Managers to translate unmet client requirements into business and functional specifications
  • Improves WK TAA Tax Research & Learning market share by positioning WK 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
  • Communicates Wolters Kluwer competitive advantage to customers in a compelling articulate manner in verbal and written conversations and presentations
  • 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
  • Demonstrates corporate core values and culture by developing professional and positive relationships with customers and colleagues and maintains a reputation of competence, integrity and professionalism
  • Proactively pursues professional development activities (e.g., attending seminars, reviewing professional publications, establishing personal networks)
  • Manages time and company resources appropriately
  • Performs other duties as assigned by supervisor

    • QUALIFICATIONS

    Education: BS/BA degree in a business-related field; Or if no degree, equivalent years of relevant work experience in a professional sales setting

    Minimum Experience:
    Two or more years of experience in a B2B sales, account management or customer facing role including:

  • Making presentations to prospective clients to explain the business' products and services and their alignment with the client's needs.​
  • Experience using online presentation tools (MS Teams/WebEx)
  • Proficiency using a consultative sales approach
  • Proficiency with or other comparable CRM application

    • Preferred Qualifications:

  • 2 or more years of B2B retention/renewals sales experience working with SaaS/software subscription based products
  • Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module)
  • Working knowledge of Tax & Accounting industry and Audit principles, practices and terminology

    • Additional Skills, Knowledge & Abilities:

  • Demonstrated ability to work independently and meet deadlines consistently with minimal supervision
  • Strong customer first focus and interpersonal skills
  • Good organizational skills and ability to prioritize work effectively to meet business needs
  • Ability to work flexible schedule and manage overtime as required meeting objectives during peak busy season

    • TRAVEL

  • Up to 10% annually for offsite company meetings and trainings

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