Manager, Inside Sales - Cloud Solutions *Software*

• This is a hybrid remote role requiring working onsite at our Toronto office location twice per week*

The Manager, Inside Sales role for our Canadian Wolters Kluwer Tax & Accounting Sales Division has primary responsibility for driving profitable sales growth in accounts within Canadian territories for the Insides Sales team that meets or exceeds sales goals. This division focuses on selling tax software and accounting products and workflow solutions. In this role, you will be responsible for incorporating strategic planning in order to optimize revenue generation of sales efforts of the inside sales team. Additional activities include: driving the sale process; understanding and communicating customer needs to inform product improvements and product extensions; ensuring execution of marketing activities; overseeing the use of sales metrics; managing sales territories and performance/operations.

Essential Job Duties And Responsibilities

• Manages and drives a sales team to meet and exceed quota (approximately $5 million)
• Provides regular updates to VP of Sales on the execution of the strategy
• Works effectively in situations involving shifting priorities and rapid change, demonstrating ability to cope well with challenging circumstances and leading teams through changes with positive outcomes
• Regularly inspects key individual sales metrics used for diagnosis (i.e., call activity, opportunity pipeline, CRM usage, etc.)
• Develops and maintains knowledge of organizational structure and processes to assist sales reps in effectively making sales or escalating and resolving issues. Interacts constructively with other management positions throughout the business and acts as an advocate for the team and customer
• Develops and implements the strategic direction and plan for new sales team to support and achieve long term growth initiatives
• Develops and implements strategies exploring related/expanded markets with current products and services
• Provides regular, ongoing, one-on-one coaching with sales reps to continually enhance their sales success and development; evaluates skill levels throughout the entire sales cycle (prospect, question/develop, demonstrate, propose, negotiate, close) to identify strengths and weaknesses, and assists with plans and ideas to improve their effectiveness; utilizes all available coaching opportunities including: regular 1:1 meetings, joint customer calls, phone observations and sales strategy planning
• Ensures key financial measures are achieved within each functional team, including profitability targets
• Recruits, interviews, selects, and onboards new sales reps to the team and continually develops interviewing skills to select candidates with the skills, knowledge and talent to succeed
• Creates customer /product penetration strategies and the deployment of such for new prospects
• Represents Sales in various cross functional forums include business reviews, continuous improvement projects, strategy development, etc.
• Provides business forecasts and business/strategy updates to senior leadership
• Interprets and communicates customer requirements to enable development of services and operational capabilities to support new customers and business opportunities
• Acts as a customer advocate/peer to ensure all potential service objectives are addressed and met

Qualifications

Education:

• Bachelor's degree or equivalent years’ of relevant work experience

Minimum Experience:

• 3+ years of sales management (supervisory) experience or completion of Wolters Kluwer Future Leaders Training Program and/or other applicable relevant leadership experience
• Demonstrated ability to provide ongoing training and development to a sales team
• 5 or more years of successful strategic/solutions sales experience or related discipline
• Demonstrated ability to effectively coach individuals to attain sales results

Preferred Experience:

• Prior sales of software/SaaS or other relevant subscription-based product solutions
• Prior relevant work experience or working knowledge of the Tax & Accounting industry including familiarity with terminology, principles and practices

Other Knowledge, Skills, Abilities, or Certifications:

• Strong written and verbal communication skills
• Strong customer focus--dedicated to meeting the expectations and requirements of customers and acts with customer in mind
• Demonstrated learning aptitude -- ability to absorb and apply extensive industry and product knowledge to customers
• Excellent interpersonal skills, working effectively with a wide range of people at all levels
• Highly goal-oriented, focused on achieving/exceeding expected results
• Demonstrated ability to collaborate with internal business partners

TRAVEL

• Up to 10% annually for company meetings and events