Account Manager - Lead Generation Representative

Company: Wolters Kluwer 
Location: Waltham, Massachusetts

• Salary: Not Specified
• Category: Publishing / Journalism
• Date Posted: 02/04/2012
• Region: Massachusetts-Boston
• Travel Required: Not Specified
• Security Clearance: No
• Work Type: Any

Job Description

Posting Job Title: Account Manager - Lead Generation Representative
Requisition Number: 12-7357
State: Massachusetts

City: Waltham

Shift: Shift 1

Job Description: Wolters Kluwer Financial Services (www. wolterskluwerfs. com) is a leading provider of content, compliance, technology, and services to banking, mortgage, securities, and insurance organizations in the United States. We are a reliable compliance partner that provides flexible tools, solutions and services to help you contract with clients how, when and where you want to increase profitability. We build partnerships to provide compliance support for day-to-day transactions so you can focus on strategic goals and customers.

Wolters Kluwer Financial Services is part of and backed by Wolters Kluwer, a leading multinational publisher and information services company and employs approximately 19, 300 people worldwide.

The Lead Generation Representative-Risk and Compliance for Wolters Kluwer Financial Services (WKFS) is responsible for achieving lead generation objectives by leveraging product and industry knowledge (e. g. , Regulatory Compliance, WKFS Compliance solutions) to sell web-based solutions and professional services through cold calling and other direct lead generation activities. The Lead Gen Rep works in partnership with Sales Management, Outside Sales Associates and Marketing to achieve total sales objectives.

Activities of the Lead Generation Representative include: learning and maintaining a deep understanding of WKFS Risk and Compliance solutions, customers, and the industry as a whole; developing and maintaining a sales pipeline of opportunities to achieve lead generation objectives; qualifies customers and relays sales opportunities; participating in organizational activities to meet or exceed company objectives; and representing Wolters Kluwer within the industry.
Specific responsibilities and requirements follow.

ESSENTIAL DUTIES AND RESPONSIBILITIES

. Learns and maintains a deep understanding of WKFS Risk and Compliance solutions, customers, and the industry as a whole by participating in formal/informal training sessions and self-directed learning; maintaining a knowledge of all processes, systems and applications utilized within the department (e. g. , CRM database); developing and maintaining knowledge of the extensive regulatory compliance product offerings within WKFS (e. g. , features, benefits, pricing, intended use, value proposition); learning how products and solutions fit into client processes and contribute to their business performance; assessing product/service strengths and weaknesses relative to the competition; developing and maintaining knowledge of regulatory compliance for financial institutions, current regulatory requirements and pending regulations/legislation, and their potential impact on the institution; keeping abreast of industry standards, methodologies, technologies and best practices; and collaborating with peers and management to continuously improve.

. Develops and maintains sales pipeline of opportunities to achieve lead generation objectives by placing calls and sending e-mails to potential clients for sales and marketing purposes (e. g. , cold calls, off lists); receiving and responding to inbound call inquiries on products and services; managing e-mail and voicemail to ensure prompt response to internal and external customers; seeking introductions to decision makers and key client personnel; documenting prospect data in the CRM database (e. g. , contact information, customer needs); and maintaining timely and accurate records of all calling activities in the CRM database.

. Qualifies customers and relays sales opportunities by developing an understanding of customer business needs and risk and compliance challenges; leveraging knowledge of software and integrated solutions to identify sales opportunities; demonstrating product solutions via Microsoft Live Meeting and/or other web based applications; sending correspondence and product information to prospects to generate interest; relaying sales opportunities to outside sales staff for sale completion; partnering with field sales to increase penetration and total sales for all opportunities; and maintaining timely and accurate records of all activities in the CRM database.

. Participates in organizational activities to meet or exceed company objectives by applying knowledge from background area of expertise to special projects that will help drive profitability and growth; participating in thought provoking, strategic discussions departmental leadership; sharing analytical, quantitative, and conceptual insights to enhance the organization; identifying opportunities to collaborate across divisions/territories and/or leverage partnerships; collaborating with peers to develop and advance company-wide initiatives and strategies; participating in team and department meetings; attending National Sales Meetings; and serving as a role model within the organization.

. Represents Wolters Kluwer within the industry by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiatives; communicating in a professional, compelling, and articulate manner of speech, writing and formal presentation; behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

OTHER DUTIES

1. Proactively pursues professional development activities (e. g. , reviewing professional publications, establishing personal networks).
2. Manages time and company resources appropriately.
3. Performs other duties as requested by the Manager of Inside Sales.

Qualifications: JOB QUALIFICATIONS

Education

Minimum: Bachelor's Degree in Business, Sales, Marketing, Finance, or related discipline; OR, if no