Manager, Account & Relationship Management

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Lead a regional sales team focused on selling, renewing, and expanding healthcare SaaS solutions within intricate and regulated provider environments.

• Take ownership of regional revenue, renewal, expansion, and new business targets.

• Conduct weekly deal inspections, pipeline generation activities, forecast reviews, renewal risk assessments, and territory execution meetings.

• Mentor sales representatives to rigorously qualify opportunities, emphasizing compelling events, budget accessibility, decision-making processes, and executive sponsorship.

• Participate in strategic meetings with customers and prospects to enhance deal strategies, improve executive access, create urgency, and ensure commercial alignment.

• Ensure that territories have robust plans for customer retention, whitespace expansion, competitor displacement, and named-account prospecting.

• Drive evidence-based forecasting on a monthly, quarterly, and annual basis.

• Utilize Salesforce for pipeline management, account planning, renewal visibility, activity tracking, next steps, and management reviews.

• Institutionalize opportunity management based on the MEDDPICC framework.

• Identify quality gaps in the pipeline and direct necessary corrective actions.

• Build, develop, and maintain a high-performing, long-cycle healthcare sales team.

• Coach sales managers and representatives on deal strategies, account planning, executive discussions, negotiation, and articulating customer value.

• Set clear expectations for performance, communication, CRM usage, customer outreach, and collaboration.

• Foster talent development through field rides, call reviews, pipeline assessments, coaching plans, and performance feedback.

• Represent field requirements to Product, Marketing, Customer Success, Finance, Legal, Implementations, and Clinical Executive resources.

• Address barriers related to product, implementation, contracting, pricing, and adoption.

• Collaborate with Marketing and Enablement on messaging, competitive positioning, launch readiness, and building seller confidence.

• Conduct structured territory planning at least biannually and monitor progress.

• Segment accounts and translate business objectives into territory priorities, account strategies, prospecting focus, and engagement plans.

• Leverage market data, Salesforce reports, customer signals, contract cycles, and competitive intelligence to optimize resource allocation.

• Evaluate territory coverage, seller capacity, and sales motion alignment with revenue opportunities.

⛳️ Requirements

• 5-7+ years of experience in direct sales or sales leadership within complex B2B environments.

• Experience in managing or formally coaching sales representatives through long-cycle, multi-stakeholder opportunities.

• Proven track record of enhancing pipeline generation, improving opportunity quality, and maintaining forecast discipline.

• Strong proficiency in CRM-based sales management, preferably Salesforce.

• Ability to lead processes without becoming bureaucratic, and to review work without micromanaging.

• Strong executive presence when engaging with customers, internal leaders, and cross-functional stakeholders.

• Excellent written and verbal communication skills.

• Preferred experience in healthcare SaaS, clinical workflows, and healthcare B2B sectors.

• Familiarity with MEDDPICC, Challenger, Richardson, or another structured enterprise sales methodology is preferred.

• Experience selling to hospitals, health systems, academic medical centers, and government entities is preferred.

• Proven ability to build, retain, and develop high-performing sales teams is preferred.

• Experience collaborating with Customer Success, Product, Marketing, Finance, Legal, and Implementation teams is preferred.

• A university degree or equivalent professional experience is required.

• The ideal candidate will be based in the EST time zone.

• Applicants may be required to visit 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