Account Executive – Healthcare

OVERVIEW

The Healthcare Sales Account Executive is responsible to and exceed their established sales goals through the creation of new clients and opportunities in Enterprise and Major accounts.

SALARY: 80 - 130+ Base (160-260+ OTE) - Commissions are not capped. 

RESPONSIBILITIES:

· Manage all aspects of the relationship between the client, Custom and technology Partners in the healthcare space.

· Management of the sales cycle, leading multiple sales efforts concurrently and responsible for lead generation, prospecting, qualifying, proposing, closing, and initiating services with their defined territory.

· Frequent client meetings, sales calls, quality checks on existing business and responding urgently to client needs and uncovering new business opportunities.

· Active participation in the solution/proposal development process acting internally as the “customer’s voice” and advocate.

· Drive solution sales, promote customer satisfaction and develop long-term business relationships.

· Identify strategic alliances and partnerships with vendors, consultants, associations, events, and “key” figures within the vertical market

· Document all sales activity in CRM database.

· Strong understanding of the healthcare market and industry regulations

· Primary goal is to acquire new accounts and business.

· Retain and grow those accounts is an additional and important goal.

· ·To assist in developing strategies for penetrating accounts, qualifying new opportunities, and winning new business.

· Meet and exceed quarterly plan targets by selling the full range of products and services to both new and existing clients.

· Develop excellent consultative relationships with prospects, customers, and partners, resulting in new and repeat sales.

· Work in close harmony with other Custom team members.

· To develop expertise in both the vertical market business as well as a specific technical competency.

· Develop knowledge of the breadth of the products and services Custom offers and how to apply these to prospects and clients’ business challenges.

QUALIFICATIONS

A successful individual will need to have the following skills/characteristic

· Ability to hit the ground running is excited to consistently “hunt” and break down doors, penetrate new accounts and uncover or create opportunities in the healthcare market.

· Strong business development acumen with excellent presentation skills and the ability to manage technical sales in diverse and complex environments.

· Customer-driven and maintains an ethical and professional relationship with clients.

· Strong organizational skills, superior attention to detail and quality awareness, excellent oral and written communication skills, charismatic personality.

· Multi-tasking and time management skills, strength at setting priorities, a problem solver and able to self-manage and self-motivate.

· Ability to work well within a cross functional team environment to accomplish responsibilities and sales goals.

· A minimum of 2- 5 years in Business-to-Business sales, focused on the acquisition of new accounts with expertise and experience in a particular vertical market.

· A verifiable track record of consistent quota attainment or overachievement. Consistently closing complex business deals.

· Experience in developing and establishing internal/external business alliances and partnerships in the assigned market space and understanding of competitive strategies.

Although not requirements, other desirable attributes include:

· Professional interaction with senior staff at top accounts in the defined vertical market- a network of industry contacts “book of business”.

· Maintain a sense of urgency and goal orientation, strong desire to succeed, highly motivated, independent, resourceful, and willing to learn.

· Effective in a challenging and constantly changing environment, perseverance to perform under pressure with the ability to work in the spotlight and be held accountable for results.

· Prior utilization and considerable experience with contact database (CRM tool) and MS Office suite of products including Word, PowerPoint, and Excel.

· Excellent presentation and demonstration skills to executives and individual contributors either in a group setting, one on one or over the phone.

· Ability to comprehend and then articulate technical and product jargon in easily understood terms.

· Strong executive presence and good communicator with the ability to read and analyze customers.

· Drive to take advantage of all opportunities to attend schools and training seminars to improve one’s technical competence and ongoing professional sales development.

· Industry / sales experience in one or more of the following: software, hardware, telecommunications, technology services, staffing, human resources, and/or business systems.

MEASUREMENTS

· Consistent and on-plan revenue delivery through skilled lead identification/qualification and pipeline management.

· Timely and accurate forecasting and use of CRM for all account information and activity updates.

· Writing accurate proposals and price quotes.

· Setting proper expectations regarding terms of sales and delivery dates.

· Ongoing development of advanced sales skills, practices in business solutions, a broad knowledge of the IT marketplace and a specific technical specialty will be required and pursued.