Manager, SMB Provider Sales - Remote

The SMB Provider Sales Manager is responsible for managing a team of sales executives ensuring retention and growth of sales revenues through the recruitment, training, coaching and motivating of high performing sales personnel. Identifies objectives, strategies and action plans to renew and upsell existing and net new accounts across the provider solution suite. This role is responsible for developing and implementing one-to-many selling and relationship management strategies and tactics to ensure volume and profit objectives are achieved.Principal duties and responsibilities:

• Provide clear selling and one-to-many relationship management strategies in development of overall net new account, upsell, and assigned renewals territory plan for our SMB providers (< 125 beds) with sales executives.
• Recruit, coach, mentor, develop and manage the sales team which includes several Account Development Representatives.
• Cultivates team culture that defines and shares best-in-class sales processes and techniques including relationship building, negotiations and closing upsell and renewal deals.
• Hold team accountable to quota attainment through strong sales processes to recruit net new, upsell, and renew existing SMB provider accounts.
• Networks with Provider customers to drive utilization of solutions within SMB accounts.
• Partners with Product Management, Marketing, Solution Delivery, Legal, Sales Operations, Customer Success and other internal GHX departments to drive overall customer value and satisfaction with SMB provider accounts.
• Funnel management and progress against quota by ensuring pipeline is at a multiple revenue target level and forecasting accuracy is within an acceptable range as established by GHX guidelines.
• Maintain a fluent understanding of eHealthcare market trends, the healthcare supply chain, and competitive activities.
• Works cross functionally to evaluate and solve solution challenges required to meet the needs of SMB providers.
• Review and report sales activities within CRM tool.

Required Skills:

• Ability to meet or exceed sales quotas and execute renewals by managing a diverse team
• Strong leadership, strategic mind set, high-level business acumen, analytical and strong negotiation skills
• Able to coach on strategies to relationship sell using one-to-many techniques
• Hold team accountable for pipeline and territory management aligned to annual renewal plans and identified upsell opportunities
• Able to manage deal escalation to proper level of management
• Ability to coach behavior and deal based sales skills
• Managing to consultative sales methods and solution selling skills
• Knowledge of MS Office Suite and CRM applications

Required qualifications:

• Bachelor's degree in business, finance or relevant area.
• Five years of sales experience, with at least two years of successfully selling complex software and/or services
• Self-driven, results-oriented with a positive outlook, and a clear focus on high quality and business profit.
• Experienced at negotiating contract renewals and upselling existing accounts
• Excellent written and verbal communication and presentation skills
• High energy and customer focused mentality
• Understanding of healthcare technology
• Demonstrated ability to seamlessly participate in discussions with business, legal and technical leadership
• Ability to work independently and to collaborate effectively across functions
• Proven effectiveness working in a collaborative environment.
• Effective time and project management skills and ability to set and meet deadlines
• Willingness to travel to sales and company meetings

Preferred qualifications:

• Direct people management and development experience, including hiring and performance management
• Previous experience selling to or managing SMB accounts
• Sales management by metrics
• Skilled in sales planning and managing quotas
• Experience with Salesforce.com and InsightSquared
• Healthcare systems, medical or software solutions sales
• Selling against the status quo

Estimated Salary range for this position: $90,825 - $127,050The base salary range represents the anticipated low and high end of the GHX's salary range for this position. Actual salaries will vary and will be based on various factors, such as candidate's qualifications, skills, competencies, and proficiency for the role. The base salary is one component of GHX's total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: https://www.ghx.com/about/careers/GHX: It's the way you do business in healthcareGlobal Healthcare Exchange (GHX) enables better patient care and billions in savings for the healthcare community by maximizing automation, efficiency and accuracy of business processes.GHX is a healthcare business and data automation company, empowering healthcare organizations to enable better patient care and maximize industry savings using our world class cloud-based supply chain technology exchange platform, solutions, analytics and services. We bring together healthcare providers and manufacturers and distributors in North America and Europe - who rely on smart, secure healthcare-focused technology and comprehensive data to automate their business processes and make more informed decisions.It is our passion and vision for a more operationally efficient healthcare supply chain, helping organizations reduce - not shift - the cost of doing business, paving the way to delivering patient care more effectively. Together we take more than a billion dollars out of the cost of delivering healthcare every year. GHX is privately owned, operates in the United States, Canada and Europe, and employs more than 1000 people worldwide. Our corporate headquarters is in Louisville, Colorado, just outside of Denver, with additional offices in Europe, Chicago, Illinois, and Omaha, Nebraska.DisclaimerGlobal Healthcare Exchange, LLC and its North American subsidiaries (collectively, "GHX") provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, national origin, sex, sexual orientation, gender identity, religion, age, genetic information, disability, veteran status or any other status protected by applicable law. All qualified applicants will receive consideration for employment without regard to any status protected by applicable law. This EEO policy applies to all terms, conditions, and privileges of employment, including hiring, training and development, promotion, transfer, compensation, benefits, educational assistance, termination, layoffs, social and recreational programs, and retirement. GHX believes that employees should be provided with a working environment which enables each employee to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, national origin, sex, sexual orientation, gender identity, religion, age, genetic information, disability, veteran status or any other status protected by applicable law. GHX expects and requires the cooperation of all employees in maintaining a discrimination and harassment-free atmosphere. Improper interference with the ability of GHX's employees to perform their expected job duties is absolutely not tolerated.#LI-Remote #LI-AK