The Product Specialist for Wolters Kluwer (WK) Legal Markets Group (LMG) is responsible for leveraging a
mastery of product and segment knowledge to continuously generate sales leads and follow them through
to completion for an expansive US territory. The Product Specialist teams with Account Managers and Key
Account Managers to identify leads and gain access to key decision makers within the client organization.
The Product Specialist delivers extensive product and industry knowledge to convey value proposition,
build customer confidence, negotiate and secure new business for the Legal Markets Group. The Product
Specialist also lends significant product and industry knowledge to internal strategy and special projects to
expand or optimize product features and marketing strategy.
marketspace, market segment, customers, and the industry as a whole by engaging in self-directed
learning (e.g., studying information provided in a timely manner); maintaining an expert knowledge of
all processes, systems and applications utilized within the department (e.g., prescribed sales
processes, CRM usage); mastering product, marketing, technical, and executive information provided in
a timely manner (e.g., features, benefits, pricing, intended use, value proposition); maintaining a deep
understanding of how products and solutions fit into client processes and contribute to their business
performance; continuously assessing product strengths and weaknesses relative to the competition;
understanding business opportunities, including competitive positioning; identifying, developing, and
maintaining strategic relationships with experts and thought leaders in the field (e.g., leading firms in
the segment); and obtaining and mastering strategic information critical to the market (e.g., interests,
priorities, cases, trends, financials).
a list of accounts and prospects; building daily and weekly call lists to support a healthy pipeline;
conducting calls with sufficient volume to establish a full calendar; partnering with Account Managers
and Key Account Managers to identify and access key client personnel; engaging potential clients at the
highest level to identify business opportunities; seeking introductions to additional staff (e.g., power
users, managers/decision makers); networking and establishing relationships with key accounts,
practice groups and associations; attending and participating in industry events, trade shows and
conferences; and managing and reporting all pipeline activity through the CRM database.
targets by coordinating with internal teams (e.g., Account Managers, Key Account Managers, Specialty
Law) to review account information (e.g., opportunities/interests, objections, risks, issues) and
develop a sales strategy; meeting with clients face-to-face; discussing, documenting and fully
understanding client business needs and goals; leveraging extensive product and industry knowledge to
articulate product value proposition; conducting presentations and/or product demonstrations;
answering detailed and/or complex product questions and addressing objections; building customer
confidence in the product and the brand; negotiating pricing and contract details (maximizing
profits/minimizing or controlling discounts); finalizing contracts and sales; following standard protocol
for initiating order processing and delivery; updating the CRM database throughout the client
development process; and collaborating with Account Managers and Key Account Managers to help
retain clients upon request.
keeping abreast of the corporate and division mission and strategy; contributing analysis of the market
and competitive landscape to the development of product strategy; identifying and documenting gaps
or issues with the current product; relaying customer feedback and enhancement recommendations to
Product Management; recommending ways to optimize product alignment with other solutions
(internally and externally); collaborating with the marketing team to optimize product marketing
materials and strategies; collecting and presenting data to support changes to pricing programs and
market strategies; and collaborating with sales leaders and top performers to continuously improve the
sales activity; regularly participating in on-site visits; grouping activities logically (e.g., in-person
meeting in the same locale on the same or consecutive days); conducting administrative activities
(e.g., expense reports; order processing; updating CRM; e-mail) outside prime business hours;
considering and incorporating customer constraints into planning; and tracking activities and resource
utilization in accordance with company standards.
sales meetings; assisting the development and delivery of sales programs (e.g., training programs,
product programs); applying subject matter expertise to special projects that will help drive
profitability and growth; participating in thought provoking, strategic discussions with management;
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 as a
functional member of committees; and serving as a key business leader, thought leader, and role
model within the organization.
program or other remote work arrangement) by ensuring availability during standard business hours;
ensuring phone and computer connectivity at all times; ensuring that work quality and quantity does
not deviate from what would be delivered in an office environment; and meeting or exceeding
expectations on all essential duties and responsibilities outlined above based on supervisor evaluation
and objective performance measures. Note: Working remotely in any capacity is a privilege for many
positions. It is within the supervisor’s discretion to grant or revoke this privilege.
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.
Bachelor’s Degree in Business, Marketing/Sales, or related discipline; OR, if no degree, 7
years of outside sales experience.
Minimum Experience: 3 years of outside sales experience, including:
Wolters Kluwer (WKL) is a global leader in professional information, software solutions, and services for the health, tax & accounting, finance, risk & compliance, and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with advanced technology and services.
Wolters Kluwer reported 2019 annual revenues of €4.6 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 19,000 people worldwide. The company is headquartered in Alphen aan den Rijn, the Netherlands. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices.
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EQUAL EMPLOYMENT OPPORTUNITY
Wolters Kluwer 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 any other protected status.Product Specialist - ELD