Area Sales Director – West

Our client company, a global leader in medical devices is seeking  a highly skilled Area Sales Director to provide leadership and direction to a team of Regional Managers and Territory Managers focused on the sale of capital equipment and disposables to hospitals, surgery centers, hospital-owned clinics and other key customers.  Working with the VP of US Commercial Sales Operations, the Area Sales Director will set and manage the successful execution of the business strategy for the assigned Area.  The Area Sales Director will also support relationship building and sales efforts in concert with the US National Accounts Team strategy and goals.

Location Requirements: Los Angeles, San Francisco, Phoenix, Denver, Dallas or Chicago

Key Responsibilities:

  • Lead a team of Regional Managers, providing coaching on all aspects of job responsibilities, performance requirements and people management competencies.
  • Develop an annual Business Plan that encompasses the assigned area’s required contribution in terms of revenue, profit, quarterly Plan of Action, new product launches, etc.
  • Document goals for all regions and coach each Regional Manager to achieve those goals.
  • Conduct concise monthly and quarterly reviews with sales leadership to update progress against Business Plans, forecasts, competition, etc.
  • Use available data to pinpoint best area opportunities in terms of acute hospitals, ASCs and other classes of trade.
  • Routinely participate in and provide input to the executive team on potential investments in new products, programs, acquisitions and licensing agreements.
  • Facilitate relationships with Key Opinion Leaders (KOLS) and customers at the executive level.
  • Apply deep knowledge of clinical and economic value of company products to present to key customers.
  • Partner with National Account leadership peers to build coordinated strategies for winning and maintaining contracts with integrated buying groups.
  • Manage talent within the sales organization by attracting top talent, ensuring successful onboarding and focusing on development planning as a way of fostering career growth within the company.

Knowledge, Skills and Abilities:

  • Five to ten years of experience leading successful commercial teams.
  • Bachelor’s Degree required.  MBA preferred.
  • Established track record of year over year revenue growth.
  • Business management and analytical skills including Forecasting, P&L and strategic planning.
  • Deep industry knowledge, as well as experience working with IDNs and GPOs.
  • Ability to build rapport, trust and persuade executive leaders and key ‘C’ suite customers.
  • Ability to use discovery skills to gain valuable insight and understand issues that need to be addressed both upward and downward in the sales organization

Regional Business Development Executive -Midwest

Our client company is a leader in the Healthcare Compliance industry and they offer a fantastic opportunity for an experienced healthcare software/services or eLearning sales professional with a proven track record of selling to hospitals. This position provides a competitive salary plus un-capped commissions, along with a comprehensive benefits package!

Job Summary:

In this role you will be responsible for providing territory growth via new sales, expansion within existing accounts and strategic direction of the hospital sales region. You will be responsible for the sales process from lead development to closure, in a highly ethical and knowledgeable manner.

You will be calling on Hospital Systems, IDN’s, University Medical Centers, Medical Schools, large independent hospitals and health plans, selling a suite of healthcare specific e-Learning courses and SaaS products to C-level decision makers in your assigned territory. A proven track record of selling healthcare software/services to hospitals is required.

Qualifications:
•10+ years of successful hospital SaaS sales and/or Compliance or E-Learning experience
•Demonstrated track record of consistently exceeding sales quotas
•Effective oral & written communication skills
•Knowledge of healthcare environment – preferably in Compliance
•Territory management – geographical, systems & account based
•MS Office & SalesForce.com skills
•Superior knowledge of consultative sales techniques including cold calling, networking, discovering needs, overcoming objections and product demonstrations – all with the ability to capture and close the deal
•Knowledge of Solution Selling/Customer Centric selling methodologies
•Innovative problem solver who works independently, as well as part of a team
•Ability to set-up and conduct on-site and remote client demonstrations
•Success in hitting quota from home office environment

In exchange for these qualifications they offer:
•Realistic $100,000+ annual earning potential (base + commission)
•Uncapped commission plan
•Home office based – 30% travel
•Competitive benefits package with 401(k) plan with company match

MidWest Region: IL, MO, WI, NE, KS, AR, IA, ND, SD

Account Executive – Southeast

Join a leading provider of image management automation in healthcare.  In the Account Executive role you will be responsible for all sales, presales activities and coordination, and ultimate closure of business within a geographic region.  Seeking healthcare technology software sales experience, the ideal background includes, working with C-suite and CIO’s, enterprise IT technology sales coupled with healthcare HIS or PACS sales.

As an Account Executive you will operate in conjunction with various team members, including the Clinical Sales Support Group, Account Managers, and Inside Sales Representatives to drive full product penetration in a specific region.

Responsibilities:

  • Responsible for meeting or exceeding the established quota for sales of PACS, RIS/PACS and upgrades to new and existing customers in the defined region.
  •  Responsible for lead generation, qualification, management, negotiation and close of all sales.
  • Responsible for coordination of meetings with prospects where resources from corporate are required to accomplish the associated   task (demonstrations, workflow analysis, solution design meetings, executive participation, site visits, etc.).
  • Keep current on general administrative duties such as lead tracking and sales forecasting requirements.
  •  Provide feedback and communicate to corporate market concerns, roadmap and functional requirements, field issues, CRM input and account tracking, etc.
  •  Participate in the transition process from Sales to Implementation

Qualifications:

  • Must have a B.S. in related field, or have comparable job experience (5+ years)
  • Must have proven successful sales record.
  • Enterprise IT technology background preferred, including knowledge of systems, storage, and networking.
  • Must have a general understanding of computers and a willingness to learn.
  • Must be able to work independently under tight deadlines.
  • Must absolutely be able to comfortably interact with fellow employees across different departments.
  • Must be thoroughly organized and possess effective time and project management.
  • Knowledge of Microsoft Word, Excel, and PowerPoint is required.

Regional Sales Director – West Coast

Our client company is a pioneer and 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 from 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 from 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 from   $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

Sales & Marketing Manager – Chicago, IL

Our client company is passionate about improving the efficiency of the healthcare system by delivering a cloud-based platform the monitors and improves the usage of electronic health records (EHR’s).  They are looking for a superhero: resourceful, detail-oriented and driven with the ability (and desire) to talk to anybody while keeping a smile. This talented individual will voraciously generate and qualify sales leads, assist with marketing initiatives, perform follow-up and track progress. The career path(s) associated with this role could include: building and managing an inside sales team, transitioning to outside sales, leading much of the marketing efforts.

You will be joining a growing team of talented, highly capable and grounded co-workers who prefer to be in a small professional environment where they feel they can accomplish the most. Our client offers engaging work, flexible schedules, competitive pay and stock package, and full health and dental benefits.

Here’s what we are looking for:

o 2-5 years relevant work experience
o Functional experience: Inside (or outside) sales preferred
o Industry experience: Healthcare software experience preferred
o Track record of success hitting inside or outside sales targets or marketing goals
o History of working in start-up environments
o Demonstrable research skills
o Success in taking ownership of sales-related support processes and projects
o Presentation and analysis construction skills (PowerPoint and Excel)
o CRM experience (i.e., Salesforce, Highrise)
o Experience with Constant Contact or other marketing software
o Excellent written communication skills

Had you been with us last month, some specifics of what you would have helped us with:

Generating and Qualifying Sales Leads: You would have developed a list of hundreds of large physician organizations and learned key information about each by:
• Conducting internet searches to identify organizations and key contacts
• Calling/e-mailing industry associations and our Company’s network of contacts
• Figuring out and using a number of other methods to build the list
• Figuring out how many physicians are in each practice
• Determining what Electronic Health Record system (“EHR”) the organization is using
• Assessing where the organization is in its effort to achieve Meaningful Use (“MU”)
• Speaking with potential customers to assess their current processes and generate
awareness of and interest in our solution

Worked in our CRM system to track progress: You would have captured key information about prospective customers and partners, set reminders related to follow up for you and your colleagues, outlined next steps, exported lists for use in marketing activities, segment contacts via tagging and staged organizations according to where they are in the sales pipeline.

Constant Contact: You would be a ninja with our marketing software and have responsibility for generating a steady flow of well-attended webinars and prospective customer meetings, including pre-conference and post-conference outreach, product updates and customer/partner webinars.

Marketing Material Creation: You would have been the central point of contact for creating press releases, case studies, customer testimonials in both print and video form, presentations for speaking engagements and other marketing material. This involves speaking with customers and managing graphic design, public relations and additional marketing resources. Board and Management reporting: You would be the “owner” of our sales pipeline, updating it and creating regular and ad-hoc reports that provide our Management Team and Board of Directors critical visibility into how we’re doing on the sales front and how we can improve.

Follow-Up: We really could have used your help on this last month! You would have been in touch with prospective customers to set up meetings, send follow-up materials (i.e., overview presentations, ROI analyses, business cases, etc.) and done research in preparation for key meetings. You would also would have let them know we were exhibiting at our industry’s largest trade show this month, will have specific times set aside for them to come to our booth and kept the master list of who planned to join us and when. You also would have joined us at the trade show in New Orleans and might have had the best time you’ve ever had at work.

Apply for this position if you are:
• Self-aware, selfless and relentlessly curious
• Fantastic with people of all kinds, at all “levels”
• Resourceful and a “doer”
• Mature, patient and great with people
• Collaborative and described as a “team-player”
• Honest, kind and appreciate others
• Self-directed and “own” everything you do
• A great problem-solver
• Open and reflective

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