• Sales Manager

    Job Locations US-NC-Charlotte
    Posted Date 5 days ago(16/10/2018 4:55 PM)
    # of Openings
    Wilmington FRA
  • Company Outline





    Financial Research Associates is one of the nation’s largest conference organizations.  As a division of London based Wilmington PLC, we are a preferred source for executive continuing education providing leading edge content and relevant information utilizing notable speakers who are subject matter experts in their fields.  Our flagship brand, RISE, is a nationally known and respected producer of conference events.  Affiliated with the conference business, we also have a professional association--The RISE Association and its training and education arm The RISE Institute.


    FRA are part of Wilmington Plc.


    Job Role:  Sales Manager

    Location: Charlotte, North Carolina, United States

    Closing Date:  *30th October 2018


    At FRA we know how critical our employees are to us achieving success, so we make sure we recruit great people to help us to maintain the trust of our customers and develop new, innovative products.  This is a place where you can truly progress. A place where you can be heard.  Here, combining know-how with a great attitude will give you the opportunity to succeed. We are able to offer exceptional career development opportunities #WilmingtonCareers and as such we are now looking for an experienced Sales Manager with experience in the Healthcare industry work in our Charlotte office.

    Main Purpose of Role

    As a Sales Manager you will be responsible for driving group purchases of the RISE product suite including e-learning, conferences, in-house training and certification across the Healthcare sector. 


    This is an incredibly autonomous sales role that will suit a strong business development specialist who has experience of selling to multiple stakeholders, negotiating, presenting and closing.  Typically selling to C-suite, this solution sell requires ambition, persistence and resilience.  Medicare Advantage domain experience is a plus but not critical.        



    • Meet and exceed KPI’s and sales targets
    • Develop and maintain market knowledge through internal and external resources and keep up to date with RISE Institute Content/ Knowledge, products, group offerings and pricing options
    • Establish relationships with new customers and grow the business-to-business (B2B) channel by developing account plans as a roadmap for success to grow employer-sponsored book of business
    • Utilizing a consultative approach, create and engage in new business opportunities, to leverage the existing conference client base
    • Liaise with the RISE Association to fully understand upcoming events, products and services, and to accurately determine viable commercial options as well as suggesting content ideas
    • Accurately forecast revenue across your portfolio and develop contingency plans of action to address any foreseeable shortfalls
    • Account manage the employers through the life-cycle of the account relationships
    • Achieve KPIs set by senior management
    • Utilize CRM to manage your accounts and maintain up to date information

    Skills and Experience Required


    • Natural networker who functions well in a fast-paced, deadline-driven environment
    • Experience in B2B business development and sales achieving annual quotas
    • Able to quickly gain in-depth market understanding to engage in discussions with top-level industry experts
    • Strong selling skills utilizing a consultative sales style
    • Self-motivated and goal-oriented
    • Creative thinker with strong commercial awareness
    • Excellent communication skills both written and verbal
    • Refined negotiation skills
    • Bachelor’s degree or equivalent
    • Experience in the Healthcare industry with health plans and/or provider organizations a plus
    • Knowledge of and familiarity with Medicare Advantage risk adjustment models
    • Demonstrated superior organizational and communication skills
    • Advanced computer skills in Microsoft Word, Excel, PowerPoint and Outlook
    • Ability and willingness to travel domestically on behalf of the company (25% travel) 



    Come join us!

    At FRA and Wilmington Plc, we know how hard our employees work and the contributions they make to our business. As such we offer attractive packages that not only include some fantastic benefits.


    We offer variety, development and an opportunity to be part of a committed group of colleagues. We operate an open environment where you’ll be encouraged to make an impact and our collaborative approach means your great ideas will be welcomed and your great work recognised.


    The Legal Bit.

    The statements above are intended to describe the general nature and level of work performed by employees assigned to this role. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.


    *Please note that this role may remain advertised until an offer of employment has been made.


    We are focused on ensuring that Wilmington remains a great place to work. We value our people and we continue to invest in their career development. We encourage learning, and career opportunities are possible across all Wilmington companies

    “We are committed to equality, equality of opportunity and valuing diversity”





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