Manager, Account & Relationship Management
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Job Description
Sales leader driving regional revenue, renewals, and expansion for Wolters Kluwer healthcare SaaS solutions. Coaching teams and strengthening pipeline, forecasting, and enterprise customer execution.
Responsibilities:
- Lead a regional sales organization selling, renewing, and expanding healthcare SaaS solutions in complex, regulated provider environments
- Own regional revenue, renewal, expansion, and new business objectives
- Run weekly deal inspection, pipeline generation, forecast review, renewal risk review, and territory execution cadences
- Coach sellers to qualify opportunities rigorously and focus on compelling events, budget access, decision processes, and executive sponsorship
- Join strategic customer and prospect meetings to improve deal strategy, executive access, urgency, and commercial alignment
- Ensure territories have plans for customer protection, whitespace expansion, competitor displacement, and named-account prospecting
- Drive evidence-based monthly, quarterly, and annual forecasting
- Use Salesforce for pipeline, account planning, renewal visibility, activities, next steps, and management inspection
- Institutionalize MEDDPICC-based opportunity management
- Identify pipeline quality gaps and direct corrective actions
- Build, develop, and retain a high-performing long-cycle healthcare sales team
- Coach sales managers and sellers in deal strategy, account planning, executive conversations, negotiation, and customer value articulation
- Set expectations for performance, communication, CRM hygiene, customer coverage, and collaboration
- Develop talent through field rides, call reviews, pipeline inspection, coaching plans, and performance feedback
- Represent field needs to Product, Marketing, Customer Success, Finance, Legal, Implementations, and Clinical Executive resources
- Escalate product, implementation, contracting, pricing, and adoption barriers
- Partner with Marketing and Enablement on messaging, competitive positioning, launch readiness, and seller confidence
- Lead structured territory planning at least twice annually and inspect progress
- Segment accounts and translate business objectives into territory priorities, account plays, prospecting focus, and engagement plans
- Use market data, Salesforce reporting, customer signals, contract cycles, and competitive intelligence to improve resource allocation
- Assess territory coverage, seller capacity, and sales-motion alignment with revenue opportunity
Requirements:
- 5-7+ year's experience in direct sales or sales leadership in complex B2B environments
- Experience managing or formally coaching sellers through long-cycle, multi-stakeholder opportunities
- Demonstrated ability to improve pipeline generation, opportunity quality, and forecast discipline
- Strong command of CRM-based sales management, preferably Salesforce
- Ability to lead through process without becoming bureaucratic, and to inspect work without micromanaging
- Strong executive presence with customers, internal leaders, and cross-functional stakeholders
- Excellent written and verbal communication skills
- Healthcare SaaS, clinical workflow, healthcare B2B experience preferred
- Experience with MEDDPICC, Challenger, Richardson, or another disciplined enterprise sales methodology preferred
- Experience selling into hospitals, health systems, academic medical centers and government entities preferred
- Track record building, retaining, and developing high-performing sales teams preferred
- Experience partnering with Customer Success, Product, Marketing, Finance, Legal, and Implementation teams preferred
- University degree or equivalent professional experience
- Preferred candidate will be located in EST
- Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process
Benefits:
- Medical, Dental, & Vision Plans
- 401(k)
- FSA/HSA
- Commuter Benefits
- Tuition Assistance Plan
- Vacation and Sick Time
- Paid Parental Leave
- Commission eligibility
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