Manager, Account & Relationship Management

Job description

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 Wolters Kluwer 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 Essential 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. Preferred Healthcare SaaS, clinical workflow, healthcare B2B experience 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. 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. 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 : Wolters Kluwer 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, and Paid Parental Leave. Full details of our benefits are available upon request.