Associate Director, Field Sales

Position Title: Associate Director – CE Enterprise India Sales Leader, Wolters Kluwer India

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.

Clinical Effectiveness (CE) provides leading clinical solutions for individuals, groups, and enterprises. The professional- and enterprise-focused suites of evidence-based, expert solutions consisting of UpToDate®, UpToDate® Lexidrug™ (formerly Lexicomp®), UpToDate Patient and Member Engagement (formerly Emmi®), and UpToDate Digital Architect. For over 30 years, clinicians and care teams have trusted UpToDate for clear answers and recommendations when it matters most.

With access to UpToDate solutions in clinical and professional workflows, healthcare professionals and organizations across the care continuum are empowered to make better care decisions, improve medication safety, and partner with patients and members – all to achieve better health outcomes.

Essential Duties and responsibilities

About the Role:

The Associate Director – CE Enterprise India Sales Leader for Global Growth Markets - India will drive growth and revenue generation for the Clinical Effectiveness vertical. The role is strategic in nature and covers planning, directing, and executing sales activities, including forecasting, pipeline management. The Sales Leader is expected to apply strategic Sales management principles to drive growth and expansion for CE enterprise segment, for sales of Key Digital Solution - UpToDate. The individual is responsible for achieving Sales Target set for the territory through sales reps aligned to organization objectives.  Responsible for providing strategic leadership, overseeing Field Sales Managers/Senior Field Sales Managers and their teams, driving overall performance and accountability across the group. Influences resource allocation and contributes to the formation of key policies and sales strategies. Leads the development and implementation of new initiatives, projects, and procedures to meet sales targets and optimize field operations.

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 and Financial Management

• Develop and execute sales strategies to achieve revenue growth and market share expansion.
• Proven Track record in selling Digital solution-based software, and growing penetration in segment through sales strategy, developing and nurturing relationships, articulating value proposition of solution for customers.
• Collaborate effectively with Customer Success to deliver value to clients for continued renewal opportunity.
• Leverage established relationships with C-suite executives to foster strategic partnerships, drive business growth, and accelerate high-level decision-making for potential clients in Health Sector (Academic, Practice etc)
• Identify, nurture and close complex deals, managing the end-to-end sales cycle with the objective to achieve assigned sales targets.
• Analyse market trends, competitor activity, and customer needs to make informed sales plans. Bring product feedback, market sentiment to partner with Global Product teams for improvement opportunities.
• Build and strengthen strategic external relationships (ex, government bodies, public sector organizations) and internal cross functional business groups (marketing, product, customer support) to enhance collaboration and unlock new business opportunities.
• Align to operating policies and procedural plans, including business and operational priorities, methodologies, and standards.
• Identify growth opportunities in the market and align sales initiatives with broader organizational goals.
• Develop and manage sales budgets, forecasts, and performance metrics to ensure revenue and profitability targets are met.
• Monitor and analyse sales performance data to identify trends and areas for improvement.

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 in the Information Services and/or software industry with a proven track record in digital sales and transformation.
• Bachelor’s degree in business administration, Marketing, or a related field (MBA preferred)
• Proven track record of leading and scaling high-performing sales teams, driving consistent revenue growth and surpassing sales targets.
• Strategic Initiative Management: Developing and leading high-impact sales initiatives.
• 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.

Our 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 

Our 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 Wolters Kluwer office as part of the recruitment process.