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Sales Support Manager

Company: Wolters Kluwer
Location: Baton Rouge
Posted on: November 24, 2022

Job Description:

**The Sales Support Manager,** _is a clinical subject matter expert that brings extensive knowledge of the healthcare industry, nursing leadership, and demonstrated presentation capabilities to the specialist role_ . The role requires an RN by background (management-level experience in one of the customer stakeholder silos required). A successful background selling clinical software solutions is preferred but not necessary. Below is a high-level overview of the primary role and responsibilities.



**_This position is a remote position anywhere in the U.S._**



Increase pipeline success



The Clinical Executive supports the sales team by empowering the sales team to engage the client in discussions specific to their unique needs and concerns. Serves as a clinical translator to assist sales reps to understand the depth and breadth of clinical drivers, medical verbiage, regulatory requirements and clinical employee development needs. Builds the foundation for the CNO to envision how the product solution suite supports both business needs and clinical outcomes. Positions Lippincott Solutions as a mission-critical tool which drives not only clinical performance but impacts patient safety, employee engagement, and HCAHPS scores. The Clinical Executive will be able to effectively demonstrate the Lippincott Solutions suite and provide experience and use case benefits to help with the complex sales cycle.



Strengthen Upselling Efforts



In tandem with the respective Account Executive, the Clinical Executive will hold annual or bi-annual meeting business review meetings with customers to ensure satisfaction with current purchases and will introduce new upcoming product releases to generate upselling opportunities. Based on interest, will discuss mission critical positioning and inform the sales rep for appropriate follow-up and pricing. Focus very heavily on introducing new products to every customer during renewal time, focusing on maximizing the full bundle sale.



Trusted Advisor



The Clinical Executive will gain the confidence of key stakeholders by positioning him/herself as a trusted advisor committed to assisting the AE in developing a long-term relationship with the CNO. The foundation of the relationship is to ensure the organization's return on investment and maximization of product use. Post-sale, they will serve as a consultant to the CNO to provide best practice examples, offer to facilitate the meeting with other organizations to share success stores, review data trending and link data to drive educational planning needs. CNOs frequently do not wish to take guidance from a salesperson, but rather from an individual who has walked in their shoes and can establish instant credibility.



Drive Successful Customer Renewals



The Clinical Executive will establish a commitment from healthcare organizations' senior leadership team, to support and promote utilization of products with the primary objective of ensuring renewal. A variety of methods may be offered such as site visits, review of data at a nursing leadership meeting, and presentations to nursing staff and nursing education. Assist the organization to support remediation and education and training needs based on sentinel events, adverse events, and near misses. Constant positioning of nursing products and solutions as mission critical partner.



Data Analysis



In tandem with the AE, the Clinical Executive will hold a bi-annual meeting to review and translate usage data with accounts. Raw data will be divided into specific categories such as core measures, NDNQI indicators, high usage trends, and Joint Commission (and other regulatory) requirements. Recommendation for education courseware will be offered.



Product Development



The Clinical Executive will forward customer requests for enhancements to appropriate team members. Scope out new potential partnerships, help develops behavioral competency library which may be purchased for customers to use in performance or competency platforms. Will remain keenly aware of competitor weaknesses and share feedback from the field on an ongoing basis.



WK Story



The Clinical Executive will be an expert on how Lippincott Solution interacts in an interoperable manner within our own solutions and within other WK Solutions such as Ovid, Lexicomp, and UpToDate. Will foster collaboration with other business units to ensure full maximization of opportunities.



Training & Development



The Clinical Executive will offer periodic training to the sales team with a focus on sales enablement. Topics will be determined in conjunction with the Sales Director. Additionally, the Clinical Executive will be a resource for the Customer Success team to provide support around helping customers implement/adopt best practices for the use of the Lippincott Solutions products.



Direct Supervisory Management



The National Account Clinical Specialist will manage the Supervisor for Client Services (who manages a team of four direct reports)



**Job Qualifications:**



**Education:**



+ BSN, RN required



**Experience:**



+ 10 years experience in support in sales; hospital or health system nursing leadership experience, director level or higher preferred



+ Implementation of and management of clinical point of care and training/education software



+ Using online presentation tools



+ Effective in-person presentation skills



+ Consistently demonstrated high performance



+ Troubleshooting and solving technical issues (connectivity, hardware, and software)



**Preferred Experience**



+ Experience in this regard with Lippincott Solutions strongly preferred



+ Working within a multi-division organization with various sales channels.



+ Selling to licensed and regulated professionals -- healthcare profession in particular.



+ Selling to C-Suite contacts with a high level of professionalism



+ Successfully managing long/complex sales cycles (6 - 24 months)



+ Consultative sales approach



+ Technical or on-line solutions sales.



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.

Keywords: Wolters Kluwer, Baton Rouge , Sales Support Manager, Sales , Baton Rouge, Louisiana

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