Strategic Account Manager

at  Wolters Kluwer

Summary
Responsible for generating revenue within an organizational unit by creating sales opportunities and closing sales. Sells products/services directly to end users primarily via face-to-face contact. Assists management in devising direct sales plans and strategies. Requires solid understanding of business, financials, products/services and the market and the needs of assigned accounts in field sales. Has high level of authority/ opportunity to set and negotiate product/service terms. Manages complex and difficult to close sales. Operates under minimal supervision, with wide latitude for independent judgment.

Key Responsibilities:

• Manage renewal cycle of strategic clients including
• Ongoing client engagement and relationship management
• Initiation of new contract management in a proactive and timely manner
• Communication of value derived by the client from subscriptions
• Introduction of new best practice advice and content practice areas
• Pitching of new commercial value proposition
• Negotiation with client on preferential terms focusing on maintaining WK Pricing uplift guidelines
• New contract signing including growth in the delivery of new practice areas/solution sets
• Implementation of new program, including schedule for ongoing engagement and renewal timeline
• Maintain ongoing relationship engagement with large or strategic clients to facilitate a positive and productive long-term relationship
• Ongoing client review meetings to discuss usage and any new products or initiatives
• Communicate with customers with regards to any account problems and discusses customer concerns and suggest product innovation.
• Engage internally with key stakeholders across finance, collections, marketing, commercial and partnerships to maximize client engagements and mitigate risk
• Focus efforts on product feedback, enhancement, upgrades, and development.
• Become a client expert and Wolters Kluwer expert in product innovation and insight to maximize how effective our solutions are perceived in the market.
• Report suggestions to and develop solutions with sales, order processing, and customer success and support team
• Help with process improvement for the benefit of client retention and growth efforts
• Compile data on marketing trends, competitive products and pricing and reports to management
• Report information internally for use in product development
• Utilize external data points to communicate with confidence on market trends
• Attend client workshops, conferences, events and customer meetings as required
• Act as an expert in roadshows and industry events to enhance brand reputation in market
• Uncover and convert new growth opportunities
• Utilize internal reporting and data to uncover growth potential in accounts
• Map stakeholders across client to engage and convert new business opportunities
• Pitch and negotiate with client on implementation of any new solution
• Support sales effort with any new business pitches as a relationship expert in strategic client management

About You:

• Bachelor’s Degree or equivalent relevant experience
• 5+ years’ experience in Field Sale or Account Management or other equivalent experience
• Solid understanding of business, financials, products/services and the market, preferably with a reputation for providing a level of expert knowledge within your industry
• Excellent communication (both written & oral) and presentation skills
• Ability to plan own territory/account approach and manage own resources; train and mentor junior staff

Our Values
Wolters Kluwer continuously strives for an inclusive company culture in which we attract, develop, and retain high-performing, productive, engaged, and diverse talent to deliver on our strategy. As a global company, having a diverse workforce from different backgrounds, nationalities, races, genders, gender identities, ages, sexual orientations, physical disabilities, religions, expertise, and talents is of the utmost importance.
We pride ourselves on our culture, which promotes inclusion, accessibility and flexible working arrangements. You can learn more about what we do by visiting our website:
https://wolterskluwer.com.au/
or click on this YouTube link:
https://youtu.be/5Vd08LQGBDQ?si=67-XKyvInCUoBahU/.

Culture and Benefits

• We care for our people and a part of that we offer:
• Flexible Working Arrangement – promoting work life balance
• Learning and Development opportunities
• Access to health and wellness programs
• Insurance Options
• Parental leave benefits that exceed legislative requirements
• The opportunity to work within a global organization with experienced leaders

• Manage renewal cycle of strategic clients including
• Ongoing client engagement and relationship management
• Initiation of new contract management in a proactive and timely manner
• Communication of value derived by the client from subscriptions
• Introduction of new best practice advice and content practice areas
• Pitching of new commercial value proposition
• Negotiation with client on preferential terms focusing on maintaining WK Pricing uplift guidelines
• New contract signing including growth in the delivery of new practice areas/solution sets
• Implementation of new program, including schedule for ongoing engagement and renewal timeline
• Maintain ongoing relationship engagement with large or strategic clients to facilitate a positive and productive long-term relationship
• Ongoing client review meetings to discuss usage and any new products or initiatives
• Communicate with customers with regards to any account problems and discusses customer concerns and suggest product innovation.
• Engage internally with key stakeholders across finance, collections, marketing, commercial and partnerships to maximize client engagements and mitigate risk
• Focus efforts on product feedback, enhancement, upgrades, and development.
• Become a client expert and Wolters Kluwer expert in product innovation and insight to maximize how effective our solutions are perceived in the market.
• Report suggestions to and develop solutions with sales, order processing, and customer success and support team
• Help with process improvement for the benefit of client retention and growth efforts
• Compile data on marketing trends, competitive products and pricing and reports to management
• Report information internally for use in product development
• Utilize external data points to communicate with confidence on market trends
• Attend client workshops, conferences, events and customer meetings as required
• Act as an expert in roadshows and industry events to enhance brand reputation in market
• Uncover and convert new growth opportunities
• Utilize internal reporting and data to uncover growth potential in accounts
• Map stakeholders across client to engage and convert new business opportunities
• Pitch and negotiate with client on implementation of any new solution
• Support sales effort with any new business pitches as a relationship expert in strategic client managemen