Director - Field Sales

Enterprise Legal Management (ELM) SolutionsA 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 RevenueWhat You'll Do:Build, develop, and lead a sales team that is focused on success and achieving targetsLead the team to exceed sales targets that are set forth at the beginning of each yearDrive sales with the team (and significant prospects) through a hands-on approach, spending time in the field with prospects and sales representativesConduct quarterly sales territory planning sessions with representatives to promote the success of the field sales teamForecast annual, quarterly, and monthly sales to exceed regional sales quotasDirect the work effort of sales representatives by setting strategy, assigning territories, and setting goalsManage representatives and sales activities in developing and following strategic plans to identify prospective customers and maintaining existing customer baseAnalyze reporting of prospecting activities in SalesForce.com to look for trends and implement corrective measuresMotivate and mentor the sales staff, train new reps and conduct performance management including development planningManage 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 ForecastingPipeline management (through SalesForce.com)Sales strategy author and implementer assessing progress and actionsBudgetingCollaboration with other WK business units and third-party partnersDevelop a team that embraces an organized, analytical, and structured approach to salesDevelop 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 successMaintain, 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 MarketingWork with Product Management team in North America to determine viable new products for the marketsTravel 30-50%Qualifications:7-10 years of proven direct sales experience including:Collaboration experience that led to success in a team environmentTrack record of sales successTrack record working through complex sales cycles in a team-focused environmentBachelor's degree or equivalent experience3-5 years of sales management experienceWhat Could Set You Apart:10+ years of proven direct sales experience5+ years of sales management experienceExperience selling to technology arenaExperience working with corporate legal operations departmentsExperience building and retaining sales teamsTrack record of managing sales teams according to industry-standard sales processesHands-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 trendsRole is eligible for significant commission in addition to base salary.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.EQUAL EMPLOYMENT OPPORTUNITY: Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.