Manager, Account & Relationship Management

Wolters Kluwer - Financial Services Solutions; Pennsylvania; Hybrid; USD 90,000 - 157,000; Full time

Benefits offered by this job

Medical, Dental, & Vision Plans

401(k)

FSA/HSA

Vacation and Sick Time

Paid Parental Leave

Job summary

WoltersKluwer’s Manager, Account & Relationship Management for Lippincott Solutions is a permanent remote role, ideally located in EST. You will lead a regional sales organization that sells, renews, and expands healthcare SaaS solutions in regulated provider environments, coaching sellers and ensuring disciplined pipeline execution.

Responsibilities include running operating cadence, improving forecast integrity, segmenting accounts, and partnering cross‑functionally to remove blockers while

Qualifications

• 5+ years in direct sales or sales leadership in complex B2B environments.
• Experience coaching sellers through long-cycle, multi-stakeholder opportunities.
• Proven ability to improve pipeline generation and forecast discipline.
• Strong command of CRM-based sales management, preferably Salesforce.
• Lead through process with accountability and strong executive presence.

Responsibilities

• Own regional revenue, renewal, expansion, and new business objectives.
• Run a clear operating cadence: pipeline, forecast, renewals, territory plans.
• Coach teams to qualify, pursue right opportunities, and maintain deal strategy.
• Represent field voice with Product, Marketing, and Customer Success.
• Lead territory planning and account prioritization with data-driven insight.

Skills

Sales leadership

MEDDPICC

CRM/Salesforce

Forecasting

Executive presence

Account planning

Coaching

Cross-functional collaboration

Education

University degree or equivalent professional experience

Tools

Salesforce

Job description

Job Summary

Permanent remote role, preferred candidate will be located in EST. The Manager, Account & Relationship Management for Lippincott Solutions is accountable for leading a regional sales organization that sells, renews, and expands healthcare SaaS solutions in complex, regulated provider environments. This leader translates strategy into disciplined execution by coaching sellers, improving pipeline creation, strengthening renewal and expansion motions, and partnering cross‑functionally to remove revenue blockers while maintaining high forecast integrity. This is a field-facing sales leadership role requiring tight operating cadence, customer‑level inspection, coaching discipline, and the judgment to distinguish execution issues from product, procurement, budget, and adoption constraints.

Commercial Leadership and Revenue Execution

Own achievement of regional revenue, renewal, expansion, and new business objectives. Run a clear operating cadence across weekly deal inspection, pipeline generation, forecast review, renewal risk review, and territory execution. Coach the team to qualify rigorously, pursue the right opportunities, and avoid wasting selling capacity on deals without compelling events, budget access, decision process clarity, or executive sponsorship. Join strategic customer and prospect meetings where leadership presence can improve deal strategy, executive access, urgency, or commercial alignment. Ensure each territory has a practical plan for existing customer protection, whitespace expansion, competitor displacement, and prospecting into named accounts.

Forecast Integrity, Pipeline Management, and Sales Process

Drive accurate monthly, quarterly, and annual forecasting based on evidence, not seller optimism. Use Salesforce as the operating system for pipeline, account planning, renewal visibility, activities, next steps, and management inspection. Institutionalize consistent opportunity management using MEDDPICC principles, including metrics, economic buyer, decision criteria, decision process, paper process, pain, champion, and competition. Identify pipeline quality gaps early and direct corrective actions, including executive outreach, prospecting campaigns, territory focus, and deal strategy resets. Create a culture where forecast changes are surfaced early, risks are named clearly, and bad news travels fast enough to enable action.

People Leadership and Coaching

Build, develop, and retain a high‑performing team that is ambitious, accountable, coachable, and resilient in long‑cycle healthcare sales. Coach sales managers and sellers in live deal strategy, account planning, executive conversations, negotiation discipline, and customer value articulation. Set clear expectations for performance, communication, CRM hygiene, customer coverage, and cross‑functional collaboration. Develop talent through field rides, call reviews, pipeline inspection, individualized coaching plans, and candid performance feedback. Create a team culture that balances urgency, competitiveness, integrity, and disciplined execution.

Customer, Market, and Cross‑Functional Leadership

Represent the voice of the field with Product, Marketing, Customer Success, Finance, Legal, Implementations, and Clinical Executive resources. Escalate product, implementation, contracting, pricing, and adoption barriers with clarity, evidence, and recommended actions. Understand the buying realities of hospitals, health systems, academic medical centers, government entities, and regulated healthcare organizations. Partner with Marketing and Enablement to improve messaging, competitive positioning, launch readiness, and seller confidence. Strengthen collaboration with other WoltersKluwer teams and third‑party partners where joint execution can improve customer outcomes and revenue.

Territory Strategy and Business Planning

Lead structured territory planning at least twice annually and inspect progress throughout the year. Segment accounts by renewal risk, expansion potential, competitive displacement opportunity, strategic value, and buyer readiness. Translate business objectives into clear territory priorities, account‑level plays, prospecting focus, and customer engagement plans. Use market data, Salesforce reporting, customer signals, contract cycles, and competitive intelligence to improve resource allocation. Continuously assess whether territory coverage, seller capacity, and sales motions are aligned with revenue opportunity.

Success Measures

Revenue, renewal, expansion, and new business performance against assigned targets. Forecast accuracy and quality of risk identification across monthly and quarterly cycles. Pipeline creation, pipeline coverage, stage progression, and quality of next steps. Improvement in seller execution, coaching adoption, Salesforce hygiene, and management cadence. Customer retention, executive engagement, competitive displacement, and cross‑functional issue resolution.

Experience and Qualifications

• 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.
• Experience with MEDDPICC, Challenger, Richardson, or another disciplined enterprise sales methodology.
• Experience selling into hospitals, health systems, academic medical centers, and government entities.
• Track record building, retaining, and developing high‑performing sales teams.
• Experience partnering with Customer Success, Product, Marketing, Finance, Legal, and Implementation teams.

Leadership Attributes

• High standards, high accountability, and high support.
• Field‑forward leader who learns the business through customers, sellers, data, and deal inspection.
• Commercially sharp, analytically grounded, and willing to challenge assumptions respectfully.
• Comfortable operating in ambiguity, product constraints, budget scrutiny, procurement friction, and competitive displacement cycles.
• Strong bias for action with the judgment to separate urgent activity from revenue‑relevant execution.
• Able to build trust quickly with sellers while maintaining clear performance expectations.
• Collaborative, credible, and direct with cross‑functional partners.

Required Education

University degree or equivalent professional experience.

Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in‑person interviews in our hiring process. Please note that use of AI‑generated responses or third‑party support during interviews will be grounds for disqualification from the recruitment process. Applicants may be required to appear onsite at a WoltersKluwer office as part of the recruitment process.

Compensation

Compensation: $89,600.00 - $157,000.00 USD. This role is eligible for Commission. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

Additional Information

WoltersKluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to:

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

Company Culture & Values

If making a difference matters to you, then you matter to us. Join us, at WoltersKluwer, and be part of a dynamic global technology company that makes a difference every day. We’re innovators with impact. We provide expert software and information solutions that the world’s leading professionals rely on, in the moments that matter most. You’ll make a real difference in the lives of millions of people. Together with our customers, we help to advance sustainability, health, justice, prosperity, and commerce around the world. You can thrive at WoltersKluwer, where diversity is core to our collective strength and high performance. Be your unique self, share your creative ideas, do your best work, and take time to grow in our caring and inclusive culture where you can belong.

Diversity and Inclusion

As a global organization, we recognize that solving a wide range of complex problems requires diverse perspectives and innovative thinking. We know that bringing our best to our customers, communities, and other key stakeholders requires a highly engaged and talented workforce – one that represents the diversity of those we serve and the communities where we live and work. We aim to provide a welcoming environment and equitable opportunities for all employees regardless of background, nationality, race, ethnicity, gender, gender identity, age, sexual orientation, marital status, disability, or religion. This principle is ingrained in our company values and articulated in our Code of Business Ethics. At WoltersKluwer, you’ll feel valued for your contributions, and you’ll know that your health, safety, and well‑being are important to us. Our well‑being benefits provide tools, programs, and resources to help our diverse employees feel healthy, happy, safe, and prosperous. Our global Together we thrive well‑being program reflects our commitment to supporting colleagues across physical, mental, social, and financial well‑being. That commitment has been recognized externally through Ragan’s Top Places to Work for Employee Well‑being: Large Organization in 2024. More recently, WoltersKluwer was recognized by Forbes as one of America’s Best Large Employers 2026 and America’s Best Employers for Engineers 2026. In 2025, WoltersKluwer was also recognized by Forbes as one of America’s Best Employers for Women.

Equal Opportunity Statement

We are also committed to complying with laws requiring equal opportunity in hiring, promotion, and other employment decisions. All qualified applicants will receive consideration without regard to race, color, religion, sex (including pregnancy, gender identity, transgender status, and sexual orientation), national origin, disability, age, genetic information, veteran status, or any other characteristic protected by applicable law, and we do not tolerate discrimination on any of these bases.