About the Role:
The Sr. Field Sales Manager (Digital) will be responsible for leading and driving the growth of sales and developing new business opportunities through the distributor, and direct channel for WK Digital Portfolio in their territory.
The incumbent will be responsible for driving market penetration through direct and indirect channels (channel partners) and fostering strong client relationships.
This role requires a blend of strategic vision, operational execution, and sales leadership to expand Wolters Kluwer's market presence while ensuring alignment with the company’s global growth strategy while overseeing large-scale operations, making high-impact decisions, and driving the company towards achieving substantial business growth.
Responsibilities:
Digital Charter Implementation
- Own and drive the Digital Growth charter for the business overseeing adoption and sales of WK digital portfolio in the territory. Devise & execute strategy to penetrate in the Digital education products foray and grow the business.
- Embed Digital Charter initiatives into all sales and business development processes, ensuring data-driven decision-making, enhanced client interactions, and streamlined operations.
Strategic Sales Leadership and Financial Management
- Build a Digital sales distribution strategy to determine optimum mix of direct sales, channel partners, and/ or other platforms with minimal risk on AR.
- Identify growth opportunities in the market and align sales initiatives with broader organizational goals.
- Conduct market analysis and competitive benchmarking to ensure Wolters Kluwer’s solutions remain positioned as market leaders in the territory.
- Develop and manage sales budgets, forecasts, and performance metrics to ensure revenue and profitability targets are met.
- Lead sales efforts within and across key customer segments including medical & academic institutions, and large, medium, and small corporate clients.
- Build tailored sales strategies for each vertical to address client-specific needs and regulatory environments.
- Develop long-term relationships with institutional clients to secure recurring business and expand solution adoption.
- Lead sales efforts within and across key customer segments including medical & academic institutions, and large, medium, and small corporate clients.
- Monitor and analyse sales performance data to identify trends and areas for improvement.
- Hunt and appoint new potential channels to grow the business.
- Identify a joint sales strategy and have a sales plan in place with the partner. Track pipeline health on key deals to accelerate sales momentum. Actively review and drive top opportunities and accelerate them to closure by removing partner blockers.
- Innovate the approach to multi-channel and omnichannel sales strategies, focusing on integrated campaigns that deliver personalized client experiences and maximize ROI.
- Foster a consultative selling approach that positions Wolters Kluwer as a trusted partner, not just a vendor, to help clients solve complex challenges in medical and academic institutions.
- Drive performance management of partners through monthly/quarterly reviews to review overall business performance across the organization and to measure against partners’ goals and business plan
- Drive continuous portfolio optimization of partners’ performance as measured by revenue, pipeline, liquidation, digital channel and partner impact.
- Ensure all sales activities are compliant with company policies, regulatory requirements, and industry standards.
Process Compliance
- 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 key existing processes that need to be managed:
- Sales/Revenue Forecasting
- Pipeline management (through CRM)
- Choosing resellers based on key metrics
- Discount approvals
- Sales visit planning
- Budget management
- Ensure 100% compliance with SFDC for all sales activities, ensuring accurate and up-to-date data entry, pipeline management, and forecasting. This will enable effective tracking of sales performance, provide visibility for leadership, and ensure all opportunities and accounts are properly managed throughout the sales cycle.
- Implement a structured lead qualification process based on the BANT framework to ensure that all leads are accurately assessed and prioritized. This process will streamline the sales funnel, improve the quality of opportunities, and increase conversion rates by focusing on leads with the highest potential.
- Develop and maintain strong process compliance knowledge
- Complete all administrative requirements in a timely and accurate manner
- Drive process compliance on Liquidation status, Returns process along with Finance and Sales Ops
Stakeholder and Cross-Functional Collaboration
- Collaborate with internal teams, including marketing, product, and operations, to align sales strategies with product capabilities and client needs.
- Act as a liaison between clients, partners, and internal stakeholders to ensure seamless execution and client satisfaction.
- Provide market intelligence and feedback to product teams for continuous improvement and innovation.
KNOWLEDGE, SKILLS AND ABILITIES
- Minimum of 6+ years of experience in sales and business development, with a proven track record in digital sales and transformation.
- Bachelor’s degree in business administration, Marketing, or a related field (MBA preferred)
- Strategic Initiative Management: Developing and leading high-impact sales initiatives.
- Expertise in B2B/institutional sales, channel partner management, and leadership roles, preferably in similar industries.
- Demonstrated success in driving digital adoption and embedding digital strategies into sales operations.
- Proficiency in leveraging digital tools, CRM platforms, and analytics for sales and client engagement.
- Exceptional communication, negotiation, and relationship-building skills.
- Strategic thinking with strong analytical and problem-solving capabilities.
- Ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively.
- Invested in life-long learning, accountable self-starter, flexible and highly adaptive, keeping these abilities in mind you can empower the team you work with.
- Possess deep sense of pride in being ethical and upholds Integrity in all your engagement with stakeholder communities.
- Can grasp to others' views and opinions and distil and share the company's perspective on those issues with external stakeholders.
- Have critical thinking skills combined with creativity and intellectual rigor to manage, oversee, and most importantly steer various discussion with external stakeholders, government, academic, institutions.
- Advocacy for the company to bring external perspectives back into the company to inform our perception and direction. You're passionate about the opportunity to shape the future of how we use and build technology for everyone.
- While we focus on challenges relating to technology as our business, our issue areas are increasingly broad and encompass many areas where public policy, business, and technology intersect.
- Possess ability to influence, negotiate with, and persuade others is required. Must be flexible and demonstrate strong judgment/decision-making skills and possess high political acumen.
- Willing and able to travel to client sites regularly as well as some international travel when required.
Our Interview Practices
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.