Account Development Representative - Provider Sales, Northeast - Remote at GHX
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The GHX Account Development Representative (ADR) is responsible for selling complex supply chain software solutions into the healthcare community. The ADR determines the overall account planning and management of their customer base within a specified region to achieve a growth billings quota. Successful candidates will have a basic understanding of the healthcare industry and the business challenges that customers in the healthcare community face. They will be able to identify and articulate the pain points of the customer and successfully demonstrate how GHX solutions will provide value to their organizations. Successful candidates will also be able to effectively and professionally navigate organizational dynamics and be able to influence prospective decision makers.Key Responsibilities
- Establishes business plans by account and develops plans to achieve annual quota.
- Builds pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota.
- Effectively presents the business case for GHX solutions that solve business problems. Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor's solutions vs. GHX.
- Conducts Strategic Business Reviews on Quarterly or Bi-Annual basis with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions.
- Drives two-way communication and engages the customer by linking their business priorities to our value proposition.
- Proactively advances the purchase decision without rushing the customer.
- Stays abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities.
- Presents products in a compelling, positive and professional manner.
- Applies sound strategies for protecting accounts and penetrating accounts held by competitors.
- Builds pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota.
- Prospects, accurately forecasts and assesses resource allocation and planning of new business deals within assigned accounts.
- Develops solution proposals encompassing all aspects of the business applications.
- Accurately tracks and reports sales opportunities within Salesforce.com to accurately forecast deals.
- Thoroughly qualifies all leads and sales opportunities.
- Collaborates internally with Product Management, Marketing, Customer Support and other internal GHX departments to drive overall customer value and satisfaction.
- Strong business acumen and ability to think strategically.
- Excellent interpersonal, presentation, negotiation and closing skills with demonstrated success in building and sustaining customer relationships.
- Self-motivated and results-oriented, with a positive outlook and a clear focus on high quality interactions to drive business results for the customer and GHX.
- Effective time management skills and ability to meet deadlines.
- Understands business organizations and buying cycles.
- Results driven and able to achieve/exceed, monthly/quarterly/annual sales quotas.
- Minimum of 2 years' experience in sales.
- Demonstrated success selling solutions to decision-makers.
- Experience identifying deals and bringing them to completion.
- Excellent communication skills, written and verbal with internal and external clients.
- Bachelor's degree in Business or related discipline, or a combination of education and relevant work experience.
- Knowledge of MS Office Suite.
- Willingness to travel on occasion.
- Previous healthcare industry knowledge highly desired.
- Experience with Salesforce.com and CRM applications.
- Ability to articulate and sell a complete solution vs. specific product features and functions.
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