This is a Senior Outside Sales opportunity selling new ftwilliam.com software and TAG products to TPAs and institutional customers. These customers may be located anywhere in the United States. Focus will be
on understanding total market opportunity, identifying potential clients, developing relationships, driving the sales process, and closing new business in a complex, longer sales cycle environment. The successful candidate will possess
excellent communication and organizational skills, a proven sales track record of success, and the demonstrated ability to work both independently and within a team. We are looking for characteristics that include competitive drive, collaboration,
resourcefulness, and self-motivation.
This position is home-office based and the candidate can reside anywhere in the continental U.S.
Essential Duties & Responsibilities:
Manage the full/complex sales cycle for
ftwilliam.com software and TAG products including prospect identification, qualification, demo and close.
Focus on continuously building and maintaining a high quality sales pipeline, with some cold calling required.
of the retirement plan service provider market and their daily workflow.
Develop National/Institutional accounts with the assigned territory, as well as external accounts that might be assigned, leveraging these new relationships to drive
additional sales revenue.
Proactively study and learn product and competitive knowledge; complete and pass the ASPPA RPF training if not already completed.
Maintain and update info in Salesforce.com including activities, demos, and
As needed, represent FTW and TAG at national and local tradeshows. This includes learning and executing our Trade Show processes.
Submit timely reports as requested by the Sales Manager and/or Executive
Work primarily from a private home office. Some travel may be required on occasion to visit large prospects/customers.
Contribute ideas and best practices to other members of the sales team.
thorough follow-up on inquiries from customers and prospects by phone and/or email.
Work closely with FTW Account Manager and Customer Service to solve billing/service issues.
Support team, Business Unit, and corporate goals and
Perform various ad hoc duties as requested by Regional Sales Manager.
Education: College degree is required
4+ years of over-quota sales experience.
Knowledge of—and experience in—the Retirement industry required.
Experience handling large, multi-office accounts
Excellent verbal and written communication skills
Excellent organization, planning and presentation skills
Strong time management skills
Proficiency with Microsoft Office (PowerPoint, Outlook, Excel, Word) and Salesforce.com
Other Knowledge, Skills, &
Strong sales ability in a longer sales cycle environment
Detail-oriented with strong analytical, time management and problem solving skills.
Ability to work well in a team
Ability to bring in new large National/Institutional accounts and develop contacts in these accounts in order to expand our presence in each of them.
Ability to develop deep relationships with all customers and prospects
Strong Customer Service skills
Enthusiasm and eagerness to learn
Consulting mentality—extracting insights from very complex and/or limited information to make a recommendation to stakeholders
Demonstrated ability to
take initiative, be proactive, and think independently, and anticipate needs related to future work.
Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive
‘can do’ attitude and approach to problem solving
Innovative mindset; willingness to try creative and different ways of meeting sales goals.
Ability to clearly communicate concepts, research findings, issues analysis, project
and evaluation results, and data interpretation
Travel Requirements: Some travel required; percent of travel time based on institutional customer needs and potential
How to Apply
Send cover letter and resume to:
Rick Fraley, National Sales Manager, ftwilliam.com group at Wolters Kluwer