Director, Enterprise Sales

Our client company is a leader in innovative pharmacy and IV automation solutions.  They offer game changing solutions that help hospitals and health systems to support improved patient outcomes, build stronger businesses and manage ongoing change.  They are seeking a talented Director, Enterprise Sales, who will be responsible for growing the organization through product and services sales into large health systems in an assigned territory.  In this role you will work closely with technical account managers, Field Sales Leadership, Inside Sales, Marketing, Nurse Consultants and other sales enablement staff.  The the ideal candidate will be located in Utah, Minnesota or Colorado.

They are seeking a rock star sales professional who has been highly successful in strategic selling of capital solutions in the healthcare industry.  You will develop new sales opportunities in large health systems which includes a coordinated effort with health system Pharmacy, Nursing, and Executive contacts, along with internal cross functional teams to establish the value of solutions.  Critical skills include discovery documentation, workflow analysis, value analysis and the ability to clearly articulate value and return on investment to the customer.

In this role you will be responsible to develop an annual territory business plan identifying a specific action plan to achieve annual goals and quota, individual development plan, account and opportunity plan, pricing, contract development, and sales operations support.  Must have experience selling into large health systems. excellent sales acumen and the ability to build existing relationships, create new footprints, understand challenges and craft innovative solutions.  Responsibilities include developing an annual territory business plan, strategic account development, contract negotiation/proposal development, and maintaining customer satisfaction.

Responsibilities include:

  • Responsible for engaging in a complex, consultative 6-18 month sales negotiation process to evaluate a hospital’s needs for optimizing the medication delivery process and inventory management
  • Grow the territory’s current customer footprint through winning new customer opportunities
  • Maintain accurate detail of customer assets and expirations within Sales Force.com. Pro-actively plan for and target current customers’ product replacements, extensions, add-on expansions, upgrades and competitive flips
  • Coordinate with internal clinical consultants (Professional Services Group) to evaluate current hospital medication delivery operations versus outcomes that can be offered.
  • Conduct ROI and Technology Impact studies
  • Develop relationships with all customer stakeholders on project to strategically evaluate issues, objectives, and fulfillment of hospital goals
  • Coordinate with internal clinical consultants  to evaluate current hospital medication delivery operations versus outcomes that can be offered
  • Develop  relationships  with  all  customer  stakeholders  on  project  to  strategically  evaluate  issues, objectives, and fulfillment of hospital goals
  • Build the Account Plan at the corporate and facility level in order to populate each Opportunity plan effectively.   Utilize and demonstrate all sales process tools.   Developed tailored call plans for key constituents through the sales process
  • Execute all phases of the sales process including the use of Challenger insights and techniques
  • Develop and maintain high levels of customer satisfaction through Net Promoter Score follow through actions and collaboration with Customer Care counterparts (TAMS, AOCs, ROMs)
  • Participate and achieve a passing score in required Learning & Development activities
  • Utilize SalesForce.com and other necessary tools for accurate and detailed data integrity and metrics

Specialized Knowledge/Skills:

  • Deals well with ambiguity
  • Strong problem solving skills.
  • Proficient at executing multiple concurrent/competing priorities.
  • Excellent interpersonal and communications skills with strong presentation skills.
  • Proven leadership skills
  • Highly motivated
  • Solid team skills (team player)
  • PC skills with strong Word, Excel, Power Point, and Internet capabilities
  • Innovative thinker
  • Strong executive presence

Qualifications:

Basic Requirements:

  • BS or BS degree
  • At least 5 years of sales experience
  • Experience with multi-level strategic sales process and calling on executives

Preferred Requirements:

  • SalesForce.com
  • 5 years of clinical/healthcare sales experience
  • MBA
  • Strong financial acumen
  • Field based/home office environment with travel 70%+
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