Director - Field Sales

Enterprise Legal Management (ELM) Solutions Director, Sales

Enterprise Legal Management (ELM) Solutions, a line of business in the Legal & Regulatory division, provides a comprehensive suite of tools that address the growing needs of corporate legal operations departments to increase operational efficiency and reduce costs.

The Director, Sales for Enterprise Legal Management (ELM) is a sales leader who will run an organization with communication, field travel, and process management. In this remote position, you will report to the Vice President, Global Sales for ELM and will lead a team of sales representatives, following and improving on a sales management process that develops strategies to ensure sales representative success and driving your team to exceed revenue expectations. This role can be based remotely anywhere in the US.

Lead the People - Manage the Processes - Drive Sales Revenue

What You'll Do :

Build, develop, and lead a sales team that is focused on success and achieving targets

Lead the team to exceed sales targets that are set forth at the beginning of each year

Drive sales with the team (and significant prospects) through a hands-on approach, spending time in the field with prospects and sales representatives

Conduct quarterly sales territory planning sessions with representatives to promote the success of the field sales team

Forecast annual, quarterly, and monthly sales to exceed regional sales quotas

Direct the work effort of sales representatives by setting strategy, assigning territories, and setting goals

Manage representatives and sales activities in developing and following strategic plans to identify prospective customers and maintaining existing customer base

Analyze reporting of prospecting activities in SalesForce.com to look for trends and implement corrective measures

Motivate and mentor the sales staff, train new reps and conduct performance management including development planning

Manage all established sales processes, drive compliance, and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence. Some important existing processes that need to be managed :

Sales Forecasting

Pipeline management (through SalesForce.com)

Sales strategy author and implementer assessing progress and actions

Budgeting

Collaboration with other WK business units and third-party partners

Develop a team that embraces an organized, analytical, and structured approach to sales

Develop and execute regional sales strategies, implement regional marketing and sales (action) plans that support the goals & objectives of the business, and produce long-term growth and success

Maintain, develop and strengthen an excellent collaboration with the other members of the sales team and other groups in the company such as Product Management, Finance, Technical Support and Marketing

Work with Product Management team in North America to determine viable new products for the markets

Travel 30-50%

Qualifications :

7-10 years of proven direct sales experience including :

Collaboration experience that led to success in a team environment

Track record of sales success

Track record working through complex sales cycles in a team-focused environment

Bachelor's degree or equivalent experience

3-5 years of sales management experience

What Could Set You Apart :

10+ years of proven direct sales experience

5+ years of sales management experience

Experience selling to technology arena

Experience working with corporate legal operations departments

Experience building and retaining sales teams

Track record of managing sales teams according to industry-standard sales processes

Hands-on management style (not to be confused with micro-management)

Structured and analytical approach to sales (management)

Ability to identify trends and develop strategy around those trends

Role is eligible for significant commission in addition to base salary

#LI- Remote

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation : Target salary range CA, CT, CO, DC, HI, IL, MA, MD, MN, NY, RI, WA : $189,950 - $268,900 This role is eligible for Commission.

Additional Information :

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to : Medical, Dental, & Vision Plans, 401(k), FSA / HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.