Enterprise Sales - Healthcare
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Principal duties and responsibilities:
- Establishes evergreen business plans by account and develops comprehensive whitespace plans to achieve annual quota.
- Drives two-way communication and engages the customer by linking their business priorities to our value proposition.
- Effectively presents the business case for GHX solutions that solve business problems while providing a relevant ROI. Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX.
- Conducts Quarterly Business Reviews with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions.
- Proactively advances the purchase decision without rushing the customer.
- Collaborates internally with Product Management, Marketing, Customer Support and other internal GHX departments to drive overall customer value and satisfaction.
- Accurately tracks and reports weekly sales activities within Salesforce.com.
- Stays abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities.
- Prospect, accurately forecast, resource allocation and planning of new business deals.
- Develops solution proposals encompassing all aspects of the business applications.
- Thoroughly qualifies all leads and sales opportunities.
- Presents products in a compelling, positive and professional manner.
- Applies sound strategies for protecting accounts and penetrating accounts held by competitors.
- Continually trains and develops knowledge of new technologies and selling points, to include enhancing expertise.
- Acquires and integrates industry knowledge related to general trends, emerging technologies and competitors.
Required Experience & Skills:
- Demonstrated success selling complex software solutions to decision-makers
- Strategic mind set and high-level business acumen
- Excellent interpersonal, presentation, negotiation and closing skills with demonstrated success at 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
- Pipeline and territory management
- Ability to collaborate with internal GHX resources to effectively close the sale
- Effective time management skills and ability to meet deadlines
- Understands and has the ability to influence, a wide range of customer stakeholders
- Strong knowledge of the healthcare industry.
- Strong understanding of business organizations and buying cycles
Preferred Experience & Skills:
- Previous healthcare IT sales, healthcare supply chain and/or clinical experience highly desired
- Ability to articulate and sell a complete solution vs. specific product features and functions
- Experience with various ERP systems
- Knowledge of MS Office Suite
- Experience with Salesforce.com, CRM and cash-to-quote systems
Required Qualifications:
- Bachelor’s degree in Business or related discipline, or a combination of education and relevant work experience.
- 5 plus years experience in Healthcare systems, medical or software solutions sales or related experience
- Experience building a pipeline and qualifying and identifying deals that you can bring to completion
- Excellent communication skills, written and verbal with internal and external clients
- Results driven and able to achieve/exceed, monthly/quarterly/annual sales quotas
- Willingness to travel up to 50% - 75% of the time
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