Sales Support Manager
Company: Wolters Kluwer
Location: Baton Rouge
Posted on: November 24, 2022
**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.
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
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.
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.
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)
+ BSN, RN required
+ 10 years experience in support in sales; hospital or health
system nursing leadership experience, director level or higher
+ Implementation of and management of clinical point of care and
+ Using online presentation tools
+ Effective in-person presentation skills
+ Consistently demonstrated high performance
+ Troubleshooting and solving technical issues (connectivity,
hardware, and software)
+ Experience in this regard with Lippincott Solutions strongly
+ Working within a multi-division organization with various sales
+ Selling to licensed and regulated professionals -- healthcare
profession in particular.
+ Selling to C-Suite contacts with a high level of
+ Successfully managing long/complex sales cycles (6 - 24
+ 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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