Sales Associate-NYC

Our client is a fast growing technology company providing a secure messaging platform for healthcare organizations with mobile and desk-based staff. It allows for immediate communications, increased productivity and efficiency, and improved care coordination providing users the ability to securely message, share encrypted photos and files, and generate instant group calls on their own smart phones. They are looking for a sales professional who can adapt to change and has a solid grip and passion for the healthcare space.

Sales Associate Job Description:

As a Sales Associate, you will establish relationships and close deals with major clients across multiple sectors. You’ll act as the point of contact and will work directly with the marketing department to ensure the right message is being delivered.

We believe great ideas can come from any corner of the company. As a Sales Associate you’ll be working closely with a small but growing team and your job will include coordinating with the accounts team to ensure the smoothest possible transition from sale to service.

Responsibilities:

•Aggressively prospecting via cold calling, LinkedIn and email marketing campaigns. Identify, qualify and develop own sales pipeline
•Close business to meet or exceed monthly, quarterly, and annual bookings objectives
•Enhance business relationships to leverage additional opportunities
•Use Salesforce.com to manage all customer/prospect interactions, management reports, and forecasting
•Establish new accounts
•Increase sales to existing customer base and to new industries and markets
•Sell a complete solution of software, Professional Services and Support to enhance the customer’s ability to succeed
•Work with Marketing to close leads
•Travel to customer sites as needed

Your Qualifications:

•3+ years experience in Software Solutions Sales; enterprise sales preferred
•BA/BS or have equivalent work experience
•An experienced salesperson with a history of consistent goal achievement in a highly competitive environment
•Energetic, upbeat, tenacious team player with excellent verbal and written communication skills
•Multi-tasker
•Outstanding at relationship building (skills) with a high degree of responsiveness and integrity
•Experienced working within a quota and commission structure

Product Manager, Boston MA

Our client company is a leader in developing industry-leading technology with solutions that combine cutting-edge technologies to give clinicians the power to control their procedure rooms, easily sharing visual information with colleagues inside the room and out.  The technology integrates seamlessly with existing workflows, freeing clinicians to focus on delivering high-quality patient care.  Envision a place where your ideas and innovation can make a positive impact on the practice of healthcare. You will work with some of the best minds in the  industry, creating and supporting the next generation of healthcare environment integration solutions. You’ll join a team with a track record of innovation, a deep understanding of clinical workflows, a talent for creatively solving challenges, and a passion for forging strong relationships with some of the nation’s most respected healthcare organizations.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

  • Leads the definition, launch, and commercialization of new products and services that solve critical business and clinical problems for Image Stream Medical customers. Ensures these solutions move the needle commercially through successful pricing, targeting, and promotion.
  • Accurately and effectively represents the needs of the market and voice of the customer in all phases of product conception and development.
  • Evangelizes product lines with sales, customers, and thought leaders.
  • Supports sales with effective training, collateral, customer visits, and other product-related activity.
  • Uses detailed market, technology, and competitive input to develop product/market requirements and user stories for all aspects of the product including warranty, service, and support. Provides input to product roadmap and maintains product backlogs.
  • Develops unique value proposition of assigned products. Ensures sales understands and can effectively leverage for competitive advantage.
  • Builds strong, collaborative relationships with internal and external stakeholders.
  • Regularly engages with customers and supports key sales meetings.
  • Assists in strategic analysis of new business, partner, and product opportunities.
  • Deeply understands the competitive landscape, provides product functionality and positioning information for marketing materials; reviews collateral and technical documentation for accuracy and completeness.
  • Serves as technical and product expert to sales and marketing; supports tradeshows and RFP responses.
  • Participates in ECO process for assigned products.
  • Manages beta, pilot, customer advisory, and user community programs.
  • Regular travel to customer sites, speaking engagements, tradeshow events, mainly in North America.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required:

  • 5+ years of successful product management for complex, enterprise-class healthcare IT products. Preference will be given to candidates with backgrounds in SaaS, OR integration, IP video/voice, and/or video conferencing.
  • Demonstrated ability to successfully manage the strategic and the tactical, delivering high quality, high output results.
  • Track record of commercial success in high product delivery cadence environments.
  • BS in Engineering or other technical discipline.
  • Demonstrated ability to lead diverse cross-functional teams through influence rather than direct authority.
  • Highly developed written and verbal communications skills. Excellent presenter to both technical and senior executive audiences.
  • Strong analytical ability, financial analysis and modeling.
  • Ability to make high-stakes, well-reasoned, and timely decisions with incomplete information.

Preferred Skills and Experience:

  • MBA and/or advanced degree.
  • Startup experience and successful delivery of V1 products.

VP, Enterprise Sales (East Coast)

Our client company is changing the way technology is used to deliver healthcare in post acute care.  As the VP, Enterprise Sales you will be responsible for generating revenue through direct sales to enterprise organizations. The VP will be required to establish and maintain high-level professional relationships with key decision-makers, implementation of sales and marketing strategies, and drive revenues to achieve sales objectives. Additional responsibilities include appropriate coordination between sales, marketing, contract administration, and operations.

If you are very organized, self-directed and enjoy selling, this is a fantastic opportunity.

JOB RESPONSIBILITIES:

  • Assist the organization in building and establishing a “Best in Class” Sales & Marketing Organization to effectively identify, target, and generate a consistent and continuous revenue stream from qualified long-term care clients through effective and systematic, sales execution
  • Establish and maintain relationships with key area healthcare executives and professionals in the market
  • Provide software demonstrations to prospective clients
  • Attend and coordinate several industry Trade Shows
  • Participate in professional societies and activities related to the health care industry, as appropriate
  • Develop and implement market-specific strategic sales and marketing plan to achieve objectives for areas of responsibility
  • Prepare and submit required management reports reflecting progress and accomplishments
  • Identify both new business opportunities and new customer call points within the market served for additional revenue opportunity
  • Build, maintain and update CRM database information, as required
  • Coordinates joint sales & marketing efforts as appropriate
  • Champion the concept, principles, and services of company

JOB REQUIREMENTS:

  • A Bachelor’s Degree. A combination of education and experience will be accepted
  • 5 + years of experience in software sales is required
  • Experience in software sales to the long-term care industry and/or a high-level consultative healthcare product and/or service sales experience is preferred
  • A demonstrated record of accomplishments in healthcare-related sales
  • Strong high-level communication, negotiation, and interpersonal skills
  • Effective sales management and organizational skills
  • Self-­motivated and ability to work with minimal supervision
  • Results oriented
  • A proven team player
  • Excellent written, verbal, and presentation skills

Computer literate in MS Windows, MS Word, MS Excel and MS PowerPoint

Sr. Vice President Sales

Our client, a growing healthcare technology company is in need of  a highly motivated sales leader who enjoys the challenge of implementing a rigorous sales process yielding  predictable results to grow the customer base. You will be responsible for optimizing the effectiveness of the sales organization, leading to increased revenue production.  The VP of Sales will have the opportunity to develop and manage the sales team.  You will have strategic oversight and responsibilities that will include supporting business planning, sales performance reporting, quota setting, sales process optimization, and sales training. The VP of Sales fosters close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success.

DUTIES & RESPONSIBILITIES:

Responsibilities

  • Develop plans and strategies for developing business and achieving the company’s sales goals
  • Create a culture of success and ongoing business and goal achievement
  • Manage the sales teams, operations and resources to deliver profitable growth
  • Manage sales budgets
  • Define optimal sales force structure
  • Hire and develop sales staff
  • Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets
  • Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
  • Define sales processes that drive desired sales outcomes and identify improvements where and when required
  • Put in place infrastructure and systems to support the success of the sales function
  • Provide detailed and accurate sales forecasting
  • Compile information and data related to customer and prospect interactions
  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
  • Work closely with the marketing function to establish successful support, channel and partner programs
  • Manage key customer relationships and participate in closing strategic opportunities Travel for in-person meetings with customers and partners and to develop key relationships.  

EDUCATION, KNOWLEDGE AND SKILLS:

  • Bachelor of Business or Marketing (MBA preferred)
  • 10+ years leading and growing successful sales teams with positive results
  • Demonstrated success in Regional/National sales team (10+ team members) leadership, mentoring, and development of both field and inside sales teams with focus on continuous improvement
  • Track record of sales goal development and achievement
  • Demonstrated success in navigating competitive markets
  • Significant experience with strategic development, planning, delivery and reporting of key performance metrics
  • Significant experience with CRM systems and analytics, salesforce automation tools and web demo technologies
  • Assure adoption to new process/tools
  • Travel 40%+

Regional Sales Manager

Join a growing market leader of EHR/PM and RCM solutions used by specialty medical practices.  If you love to sell and get a thrill from winning in the highly competitive EHR/PM/RCM market and you want to apply your formidable skills to products you truly believe in – the kind that make a tangible difference in peoples’ lives then this is for you.

Check out this opportunity to:

  • Drive sales of EHR/PM software and RCM solutions to meet and exceed regional sales goals.
  • Work with a tightly knit regional team of internal business development and small business field sales professionals, as well as channel partners – to effectively hunt, farm, nurture and close business.
  • Drive lead generation and pipeline management strategies that increase sales close ratios.
  • Execute on marketing and sales objectives (MSO’s) to drive business including product demonstrations, trade shows, users’ conferences, dinner events and webinars.  Collaborate with internal and external teams for product launches.

Required Skills:

  • Individual contributor who thinks out of the box to drive solutions and win sales in the HIT space, with a track-record of proven sales success
  • Guides inside regional sales and business development staff to meet and surpass sales targets
  • Solution-oriented problem solver who can hit the ground running and roll up your sleeves in a rapidly growing company
  • Best in class communicator and influencer, with strong interpersonal skills
  • Superior analytical skills and business acumen in the industry
  • Proven expertise in complex medical software demonstrations
  • Bachelor degree from an accredited college or university
  • Able to accommodate up to 50%  local and regional travel

 

Regional Sales Manager

Our client company has an outstanding opportunity for a  talented and driven sales executive with a proven track record of selling healthcare software solutions.  This is an excellent time to join a dominant market force with a leading EHR software provider in a fast growing sector.  The territory consists of the West Coast and part of the Midwest.

In this role you will responsible to effectively manage your territory by developing qualified leads and executing strategic account strategies designed to close new business sales. You should have a successful track record selling healthcare software solutions, excellent communication and negotiation skills in a fast-paced, sales driven environment.

Responsibilities Include:

  • Promote software product in assigned territory with your contacts and networking to identify prospects.
  • Create and execute a lead generation plan resulting in exceeding sales quotas
  • Work strategically with decision-makers to ensure complete understanding of their business and related systems issues or
  • Own the sales cycle for new prospects and complex sales to existing
  • Build and maintain complete information regarding leads and prospects in CRM (Customer Relationship Management) system.
  • Continually increase your knowledge of solutions, the healthcare industry and Senior Care as well as market intelligence to consult with clients and prospective clients.

Education and Experience:

  • 10+ years B2B SaaS sales experience, Information technology consulting, and professional services
  • Experience selling electronic health record technology
  • 4 year degree in Business Administration, Healthcare or related field
  • Experience in or strong knowledge of the healthcare or Senior Care Market
  • Strong experience and applied knowledge of Strategic Selling concepts
  • Proven track record of success selling enterprise healthcare software solutions
  • Strong sales skills, with exceptional relationship management skills and creativity to solve objections.

Practice Director for Cost Improvement- Chicago

Our client company, a leader in healthcare technology has an outstanding opportunity to be a key member of the leadership team.  As the Practice Director for Cost Improvement Solutions you will be responsible for the strategic and tactical aspects of expanding, then growing a technology + services offer aimed at helping healthcare providers realize significant cost savings. The Director will be a strategic leader and will have a significant role in enabling the future growth of company.

Responsibilities, not limited to:

  • Reports to the Senior Vice President of Client Services and is a member of the leadership team
  • Leads the conceptual design of the cost improvement applications and works collaboratively with product management, development, and other practice leaders to ensure that the product and features meet market needs
  • Leads the development of service offers including product implementation, ongoing product optimization, and strategic cost improvement advisory services
  • Builds and manages a high-performing team of consultants to deliver implementation, optimization, and strategic cost improvement services
  • Responsible for delivering on sales, revenue, and expense targets for the Cost Improvement practice
  • Leads the delivery of services for major clients; responsible for timeliness and quality of implementation, and achievement of client results. Actively engages with client executive team to promote use of application and achievement of results
  • Serves as a subject matter expert for the business development team through the sales and RFP process
  • Develops and maintains strategic relationships with vendors and partners who can augment or accelerate development, delivery or achievement of client results
  • Establishes company as a thought leader in the healthcare industry through publishing of articles, presenting at conferences, and leading client engagement events, such as virtual user group discussions
  • Collaborates with other internal functions and departments to drive business results and client satisfaction
  • Develops leadership, client service, and technical skills among direct reports

Education & Experience

  • B.S. in Business, Healthcare Administration, Management, Operations, or related field
  • Master’s in Business, Healthcare Administration, Management, Operations, or related field preferred
  • Minimum 5+ years’ experience in leading major organizational improvement, preferably cost focused within the healthcare provider industry
  • Deep understanding of hospital financial processes and operations (i.e. budgeting, capital planning, billing, etc.), including experience and proficiency with healthcare policies and financial concepts
  • Strong analytical and data visualization skills
  • Track-record of successfully designing and implementing processes and improving existing processes in complex organizations

Project Manager II – Sioux Falls, SD

Our client company is a growing leader in optimizing the management of health information records in acute care and ambulatory settings by providing a combination of software, services, and process knowledge.  Utilize your project management experience to  lead the planning, coordination, monitoring and directing of complex and diverse activities associated with customer implementations.  You will be the primary communication hub between the customer and implementation team and will plan, organize and control activities to complete projects on time and on budget.  You will contribute to organizational process improvement initiatives and associated documentation, and provide valuable guidance to peers. Responsibilities Include:

  • Lead the planning and implementation of projects
  • facilitate the definition of project scope, goals and deliverables
  • Define project tasks and resource requirements
  • Track project deliverables
  • Provide direction and support to the project team
  • Monitor and report progress to stakeholders
  • Report issues (risks) to project schedules or budget
  • Manage change requests
  • Provide guidance to projects and peers
  • Communicate standard project documentation as required and contribute
    to ongoing process improvement initiatives

Requirements:

  • Strong communication skills (internal and customer facing)
  • Critical thinking and problem solving skills
  • Ability to lead, make decisions and resolve conflicts
  • Team player adaptable to changing requirements, process and situations
  • Ability to manage stressful situations and diffuse stress occurring for the project team

Experience:

  • Bachelors Degree and/or equivalent experience
  • Project Management Professional (PMP) Certification preferred
  • Healthcare industry preferred
  • Knowledge of both theoretical and practical aspects of project management
  • Knowledge of project management techniques and tools
  • Knowledge of Software Development Life Cycle Methodologies
  • 7+ Years of experience managing complex projects
  • Excellent technical knowledge including understanding of relational databases and document management systems preferred
  • Experience of risk management, change management and strategic planning
  • Experience managing multiple project simultaneously
  • Experience managing shared resources
  • Proficient with administrative software (MS Word, Power Point, Excel, etc)

 

Director, Great Lakes or Mid-Atlantic or Central

Our client company has a unique sales and business management opportunity to work in the developing market of IV compounding.  This position involves working closely with Field Sales Leadership (across the business segments), Individual sales representatives, Product Management, Operations, our Professional Services Group and Our Executive Team.  This individual will become the subject matter expert on IV Sales strategy, Sales Process and workflow.  They will have a deep understanding of competitive positioning, value propositions and Industry Best Practices.  This person will have to understand the sterile compounding process, the advantages and disadvantages of different buying patterns, form factors and the associated impact to clinical workflow.  They will need to form the unique market strategy based on the different segments of the market and how the company is approaching them.  This is a direct sales position that involves working with the core Sales team in a coaching and mentoring role, particularly in the early stages of Opportunity Development and the leadership position in navigating each opportunity from Executive Sponsorship through the assessment process all they way through to closure.

This  role is also responsible for developing an annual territory business plan across segments, identifying a specific action plan to achieve annual assigned targets/goals and quota, MBO’s, individual development plan (IDP), management of campaigns in SF.com and detailed Steps to Close activities.  This person will be proficient in presenting Challenger Insight and Impact Statements for their markets and be involved in the development of such content.

Key Responsibilities Include:

  • Further cultivate strategic customer relationships through face-to-face contact and client opportunities with key opportunities, partnering with field or inside sales resources as appropriate.
  • Maintain a consistent cadence with Sales and Sales Leadership with the field teams they work with.
  • Research, prepare, and present selling/customer focused presentations.
  • Understand current workflow and articulate key value positions for current to future state Gap Analysis
  • Cross-functional/cross business leadership, working in conjunction with Marketing, Product Development and Operations to develop the appropriate sales tools and commercial marketing requirements.
  • Lead sales efforts from Executive Sponsorship to contract negotiations.
  • This individual will be responsible for closing new and existing business sales in their territories (Enterprise and Regional) and potentially beyond.
  • This person is responsible for selling our new IV portfolio and any other solutions that are added to the portfolio.
  • Travel to customer sites to coordinate presentations, conduct demonstrations and facilitate site visits.
  • Manage time and resources effectively to meet territory sales objectives and improve customer relationship.
  • Maintain industry and product knowledge and inform company of changing market conditions and competitive issues.
  • Utilize and display competency with all sales process tools.
  • Develop tailored call plans for key constituents such as Risk Management, DOP, CFO, CEO, CNO, CMO, CIO and Plant Operations(Facilities).
  • Participate in an implementation; learn and utilize Gateway process.
  • Support Field Marketing efforts through leading product demonstrations at trade shows and regional events as assigned by Business Leader.
  • Utilize SalesForce.com software and other necessary tools for accurate and detailed data capture and metrics.
  • Achieve Business and MBO objectives and metrics as assigned by IV Business Leader

Specialized Knowledge/Skills:

  • Strong Sales Disposition

o   Shows discipline – takes a structured approach to managing sales; strives to make well-informed decisions related to sales strategies and tactics; maintains high work and ethical standards.

o   Drives toward success – possesses an energetic and tenacious achievement orientation; proactively seeks business opportunities; strives to gain competitive advantage; takes action for a recognized benefit despite uncertainty of outcome

  • Demonstrated Sales Innovation –

o   Takes a creative approach – thinks unconventionally when faced with sales challenges; is open to new ideas.  Inspires curiosity and challenges the current thinking

  • Proficient at executing multiple concurrent/competing priorities.

o   Retains focus and sustains positive outlook demonstrates resilience and adaptability in the face of obstacles; effectively channels emotions to manage job challenges and stress; handles disappointment and/or rejection without losing effectiveness. Approaches sales challenges with confidence of success; remains realistically optimistic when pursuing sales objectives (e.g., celebrating successful milestone achievements)

  • Strong problem solving skills.
  • Deals well with ambiguity
  • Excellent interpersonal skills, high impact communication, and strong presentation skills
  • Proven leadership skills
  • Highly motivated
  • Solid team skills (team player)
  • PC skills with strong Word, Excel, Power Point, and Internet capabilities.

Working Conditions: 

  • Environment – Field based/home office environment
  • Travel Required – Yes, 70% Plus

Requirements:

  • 4 year college degree
  • Minimum of one of the following and preferably more than one:
    • Hospital Pharmacy and IV admixture experience
    • 8+ years of sales experience in pharmacy capital
    • 5+ years of a proven track record of exceeding plan and performance in a Complex Solution Sales role

 

Director, Client Services Operations – Chicago, IL

Our client company is a leader in providing financial software solutions to healthcare provider organizations. As a key member of the leadership team, the Director of Client Services Operations will be responsible for managing and improving functions that are necessary to efficiently and successfully implement, optimize, and support technology within the client base. You will be a strategic leader and have a significant role in enabling the growth of the company. You will  build and maintain an effective team that consistently delivers high-impact services to the client base. Additionally, this role will be responsible for designing and improving processes that are needed to enable scalability and predictability in delivery of client services.

Responsibilities, not limited to:

  • Reports to the Senior Vice President for Client Services and Operations and is a member of the senior leadership team
  • Responsible for managing, improving, and scaling the functions needed to deliver high quality, on-budget implementation, optimization, and technical support projects. Functions include: Knowledge Management, Internal Project Management, Staff Scheduling, Client Project Management, Client Success Programs, Metrics & Accountability
  • Accountable for improving performance on core client services metrics including client experience, delivery efficiency, and external technology rating organizations
  • Leading, facilitating, and guiding major internal initiatives to continuously improve operations
  • Development and on-going maintenance of a set of core metrics used to monitor performance on client services delivery
  • Collaborate with the Senior Executive team to set vision and prioritize initiatives for the Client Services Operations team
  • Collaborate with other functions and departments to drive business results and client satisfaction
  • Develop leadership, client service, and technical skills among direct reports and operations staff. Facilitate development of skills within the client services teams through training, mentoring, and job-shadowing programs

Education & Experience:

  • B.S. in Business, Healthcare Administration, Management, Operations, or related field
  • Master’s in Business, Healthcare Administration, Management, Operations, or related field preferred
  • Minimum 10 years’ experience in a professional services or client services organization, as an internal consultant, or in an operational leadership role
  • Preferred minimum of 2 years experience in healthcare, preferably in a healthcare provider organization
  • Track-record of successfully designing and implementing processes and improving existing processes in complex organizations
  • Proven success leading and managing cross-functional teams
  • Excellent problem solving and analytical skills
  • Excellent oral and written communication skills
  • A drive to learn quickly and constantly adapt to new challenges
  • Strong self-motivation, and the ability to work effectively with limited guidance when necessary
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