Regional Sales Director-Midwest

Our client company is a leader in the development of innovative SaaS (Software as a Service) solutions for financial and business analytics and decision support in healthcare. Their solutions are used by over 1,000 healthcare organizations, including major academic medical centers, community hospitals, children’s hospitals, and many of the largest and most influential healthcare systems in the U.S. They provide a single integrated software platform for budgeting, decision support, financial forecasting, strategic planning, capital purchase planning and tracking, management reporting, and performance management.

Their solutions are enhanced by a full range of services including software implementation, data integration, application hosting, and technical support. Join a team of talented and creative people with a culture that continually promotes learning, cross-team collaboration, and rapid career growth. If being part of a fast-moving and imaginative team is what you are looking for, than this is the position for you. As a Regional Sales Director you will be part of a team which is responsible for managing the sales process of software systems in integrated health systems and hospitals.

Responsibilities Include:

  • Generate new customer leads through range of channels (industry meetings, cold calls, networking)
  • Develop territory and identify short and long-term prospects and maintain sales plans for prospects
  • Develop leads provided by business development channels
  • Manage, analyze, and lead potential sale opportunities for both new and existing clients
  • Complete complex software demonstrations and presentations for prospective clients
  • Develop cross-sell and add-on opportunities once client relationships are established
  • Facilitate effective post-sale transition sales team to implementation team
  • Coordinate leads with Chief Revenue Officer
  • Analyze prospect’s corporate culture to determine the best sales approach for each lead
  • Presentations to prospective clients and to industry groups
  • Coordinate preparation of RFP responses when requested
  • Negotiate pricing and contract terms, subject to prior approval CRO
  • Facilitate closing process through effective communication
  • Market research to determine risks and opportunities

Education and Experience:

  • B.S. degree or foreign academic equivalent in Accounting, Finance, Engineering, or Computer Science
  • 5 – 10 years of sales experience, preferably in healthcare finance, healthcare management consulting, or healthcare business software sales
  • Past experience communicating with healthcare finance executives (CFO, VP of Finance, Controller)
  • Strategic thinker who connects prospective client goals with software functionality
  • Knowledge of healthcare finance concepts (financial planning process, budgeting, financial statements)
  • Understanding of healthcare marketplace trends (I.e. healthcare reform, accountable care, consolidation) and their impact on hospital providers
  • Knowledge of healthcare decision support systems is a plus
  • Experience with demonstrations of highly complex software is a plus
  • Experience with contract negotiation strategies and tactics for long-term contracts with total fees ranging $250K to $2M
  • High caliber communication and presentation skills
  • Excellent problem solving and analytic capabilities
  • Strong self-motivation, and the ability to work effectively with limited guidance when necessary
  • Comfort with medium range sales cycles (6 -12 months)
  • Willingness to be part of a new and growing sales force at a fast paced organization
  • Willing to travel up to 50% or more

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