Summary
Wolters Kluwer is a global leader in professional information, software solutions, and services for the health, tax & accounting, governance, risk & compliance, and legal & regulatory sectors. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. The Company serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 21,000 people worldwide. Every day, our customers make critical decisions to help save lives, improve the way they do business, and build better judicial and regulatory systems. We help them get it right!
Global Growth Markets
The Global Growth Markets Division was established in 2013 to build the long-term presence in new high growth markets, particularly in India, Brazil, and China, to accelerate the company’s transformation as a global, professional solutions provider.
Wolters Kluwer has been in India for more than a decade. What started as a print book distribution business has expanded into a diverse operation that is driving growth through multiple digital solutions while evolving the original print business into a comprehensive set of solutions for students, residents, faculty and practicing physicians.
Essential Duties and responsibilities :
About the Role:
The Director - Sales for Global Growth Markets - India will drive growth and revenue generation across several products in Healthcare (Research, Education, and Clinical Effectiveness) and Tax and Legal (KLI, Audit Automation) for customer segments (Healthcare – Hospitals, Medical Education, Pharma, and corporate segments)
The incumbent will be responsible for building and managing a high-performing team, driving market penetration through direct and indirect channels (channel partners), and fostering strong client relationships.
This role requires a blend of strategic vision, operational execution, and sales leadership to expand Wolters Kluwer's market presence while ensuring alignment with the company’s global growth strategy while overseeing large-scale operations, making high-impact decisions, and driving the company towards achieving substantial business growth.
Responsibilities:
Strategic Sales Leadership
- Develop and flawlessly execute sales strategies and tactics to meet and exceed revenue and growth targets for the India market. Work with connected teams across Marketing , Customer success and Sales ops to put the sale strategy in execution.
- Identify growth opportunities in the market and align sales initiatives with broader organizational goals.
- Conduct market analysis and competitive benchmarking to ensure Wolters Kluwer’s solutions remain positioned as market leaders.
- Develop and manage sales budgets, forecasts, and performance metrics to ensure revenue and profitability targets are met.
- Lead sales efforts within and across key customer segments including medical & academic institutions, and large, medium, and small corporate clients.
- Build tailored sales strategies for each vertical to address client-specific needs and regulatory environments.
- Develop long-term relationships with institutional clients to secure recurring business and expand solution adoption.
- Lead sales efforts within and across key customer segments including medical & academic institutions, and large, medium, and small corporate clients.
- Build tailored sales strategies for each vertical to address client-specific needs and regulatory environments.
- Develop long-term relationships with institutional clients to secure recurring business and expand solution adoption.
- Monitor and analyze sales performance data to identify trends and areas for improvement.
- Ensure all sales activities are compliant with company policies, regulatory requirements, and industry standards.
Digital Charter Implementation
- Embed Digital Charter initiatives into all sales and business development processes, ensuring data-driven decision-making, enhanced client interactions, and streamlined operations.
- Advocate for and lead the adoption of digital tools and platforms to improve sales team efficiency and client engagement.
- Monitor advancements in digital trends and technologies to continuously refine the division’s sales strategies.
Channel Partner Management
- Identify, onboard, and manage channel partners to optimize market penetration and coverage.
- Develop strong, mutually beneficial relationships with channel partners to drive solution adoption and revenue growth.
- Ensure partners are adequately trained and equipped with the necessary tools and resources to succeed.
Team Leadership and Development
- Build, mentor, and manage a high-performing sales team.
- Set clear performance goals, provide regular feedback, and facilitate professional development opportunities.
- Identify key capabilities required and ensure development of individuals on team to build skills.
- Foster a culture of accountability, collaboration, and innovation within the team.
Stakeholder and Cross-Functional Collaboration
- Collaborate with internal teams, including marketing, product, and operations, to align sales strategies with product capabilities and client needs.
- Act as a liaison between clients, partners, and internal stakeholders to ensure seamless execution and client satisfaction.
- Provide market intelligence and feedback to product teams for continuous improvement and innovation.
Skills and Abilities:
- Minimum of 12+ years of experience in sales and business development, with a proven track record in digital sales and transformation.
- Bachelor’s degree in business administration, Marketing, or a related field (MBA preferred)
- Strategic Initiative Management: Developing and leading high-impact sales initiatives.
- Expertise in B2B/institutional sales, channel partner management, and leadership roles, preferably in similar industries.
- Demonstrated success in driving digital adoption and embedding digital strategies into sales operations.
- Strong leadership and people management skills with a focus on digital enablement and team transformation.
- Proficiency in leveraging digital tools, CRM platforms, and analytics for sales and client engagement.
- Exceptional communication, negotiation, and relationship-building skills.
- Strategic thinking with strong analytical and problem-solving capabilities.
- Ability to work in a fast-paced, dynamic environment and manage multiple priorities effectively.
- Invested in life-long learning, accountable self-starter, flexible and highly adaptive, keeping these abilities in mind you can empower the team you work with.
- Have working relationships and experience in engaging directly with senior government officials at the ministerial level and preferably experience in cross-industry policy and governance areas.
- Possess deep sense of pride in being ethical and upholds Integrity in all your engagement with stakeholder communities.
- Can grasp to others' views and opinions and distil and share the company's perspective on those issues with external stakeholders.
- Have critical thinking skills combined with creativity and intellectual rigor to manage, oversee, and most importantly steer various discussion with external stakeholders, government, academic, institutions.
- Advocacy for the company to bring external perspectives back into the company to inform our perception and direction. You're passionate about the opportunity to shape the future of how we use and build technology for everyone.
- While we focus on challenges relating to technology as our business, our issue areas are increasingly broad and encompass many areas where public policy, business, and technology intersect.
- Possess ability to influence, negotiate with, and persuade others is required. Must be flexible and demonstrate strong judgment/decision-making skills and possess high political acumen.
