Global Growth Markets
The Global Growth Markets Division was established in 2013 to build the long-term presence in new high growth markets, particularly in India, Brazil, and China, to accelerate the company’s transformation as a global, professional solutions provider.
Wolters Kluwer has been in India for more than a decade. What started as a print book distribution business has expanded into a diverse operation that is driving growth through multiple digital solutions while evolving the original print business into a comprehensive set of print and increasingly digital solutions for students, residents, faculty and practicing physicians. Some of the products sold in India are created by Wolters Kluwer global divisions and sold in India. Others are sold in India by a separate team outside of Global Growth Markets. These latter products still benefit from local support and collaboration and have the potential to move into the Global Growth Markets portfolio in the future.
Position Overview
The Field Sales Executive would be responsible for generating revenue within Ovid business 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.
Essential Duties and responsibilities
Key Responsibilities:
1. Strategic Planning and Business Development:
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Generate new sales prospects for assigned business unit (Ovid) and meet agreed sales budgets.
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Responsible for growth of overall region, including channel management, team management.
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Identifying newer market segment and opportunities to grow the Ovid business.
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Develop a healthy pipeline and deliver maximum revenue potential; gather and analyze data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future sales.
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Develop and implement customer and territory sales plans.
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Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain proper approvals, and supply information to customers about terms of sales.
2. Customer Engagement and Communication:
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Maintain post-sales contact with large or strategic clients to facilitate a positive and productive long-term relationship.
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Work with prospective customers in a consultative fashion to develop a future vision for their product use and position Wolters Kluwer's solution as an instrumental part of that vision.
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Meet and develop strong relationships with Key Decision-makers in the target institutes- (Head of Dept. Professors & Asst. professor), Librarian/ Library in charge, and Chairman and establish long term connections with medical practitioners in target hospitals.
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Communicate with customers with regards to any account problems and discusses customer concerns and suggestions.
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Conduct compelling product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools).
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Focus efforts on product feedback, enhancement, upgrades, and development.
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Travel to and attend conferences, events and customer meetings as required.
3. Performance Monitoring and Reporting:
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Report suggestions to and develop solutions with sales, order processing, and customer success and support team.
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Ensure conversion of leads to businesses (sale closure) and record the same on Salesforce (SFDC).
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Maintain correct and complete records in the CRM (Salesforce) system and prepare and give exact and timely forecasts.
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Compile data on marketing trends, competitive products and pricing and reports to management.
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Continually stay on top of trends and market shifts in the medical education market, health products, competitors, and sales approaches
4. Stakeholder Collaboration:
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Partner closely with internal stakeholders in Channel Sales, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention.
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Work closely with the Divisional teams for soliciting orders.
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Work collaboratively with Marketing teams and represent the “voice of the customer.”
Skills and Abilities:
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Bachelor’s Degree or equivalent relevant experience
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10+ years’ experience in Field Sale or Account Management. B2B adoption sales experience is necessary.
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Solid understanding of business, financials, products/services, and the market, preferably with a reputation for providing a level of expert knowledge within your industry
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Excellent communication (both written & oral) and presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools.
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Excellent technical skills including ability using the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) & SFDC
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Ability to plan own territory/account approach and manage own resources, train, and mentor junior staff.
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Flexibility and adaptability – ability to handle significant changes to duties at short notice.
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Excellent consultative sales skills with a proven record of accomplishment of success in the education, publishing, or healthcare industry
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Strong customer relationship skills: ability to retain and grow accounts. Negotiating with individual buyers and decision-makers (e.g.: deans, directors)
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Critical thinking and problem-solving skills to meet project requirements and quickly handle client issues.
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Willingness and ability to take initiative in addressing client problems and improving team efficiency.
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Ability to excel in a data-driven, metrics-oriented environment.
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Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget.
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Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork.
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Relentless work ethic and a desire to learn new skills and develop more abilities.
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Ability to work in a rapidly changing environment.
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Willing to travel for up to 50% of work time to visit customers and attend regional and national sales meetings.
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
