*You may be based from a remote home office location anywhere in or near TX, LA, AR, KS or MO.”
As a Senior Field Sales Executive for Wolters Kluwer Health Clinical Surveillance, Compliance & Data Solutions; you will be responsible for generating new business revenue by creating sales opportunities and closing sales in predominantly new logos. You will leverage your professional network in hospitals and IDNs and sell products/services directly to health system executives. Additionally, you will assist management in devising direct sales plans and strategies and engage in complex sales processes. You will report to the Vice President of Sales, Health Clinical Surveillance, Compliance & Data Solutions. Specific job responsibilities are outlined below:
KEY RESPONSIBILITIES
- Sales Planning and Forecasting: Develop and maintain comprehensive sales plans, pipelines, and forecasts to drive sales growth and meet targets. Continuously monitor and adjust strategies to ensure optimal performance. Provide forecasts as required by management.
- Prospecting and Lead Generation: Actively seek out and identify potential customers, utilizing industry knowledge and networking skills to establish new business opportunities. Maintain a consistent pipeline metric to ensure delivery of Quota.
- Relationship Building: Develop and maintain strong relationships with key stakeholders at the Executive level in health systems. Sell Clinical Surveillance & Drug Diversion SaaS software solutions to cross-functional teams.
- Complex Sales Process Management: Manage the entire complexity of sales process from initial contact and needs assessment to proposal development, negotiation of enterprise-level contracts, and contract closure. Manage complex IT security requirements involving systems using PHI. Ensure all opportunities are tracked and progress is documented in Salesforce.com in a frequent, systematic manner.
- Product Knowledge: Possess a comprehensive understanding of all Clinical Surveillance SaaS software solutions, as well as their value proposition in the healthcare industry. Articulate product features, benefits, and competitive advantages to potential customers.
- Market Research and Analysis: Stay informed about the healthcare industry, hospital market trends, and competitors' activities. Continuously assess market needs, identify emerging opportunities, and adjust sales strategies accordingly. Support team with depth of industry knowledge and expertise.
- Achievement of Sales Targets: Set ambitious sales targets and consistently work toward exceeding them. Monitor progress, analyze sales data, and implement strategies to maximize sales performance within the Specific region.
- Customer Relationship Management: Maintain positive working relationships with Clinical Surveillance and Compliance employees and valued customers. Foster customer satisfaction and retention by providing exceptional service and support.
- Team Collaboration: Demonstrate a strong desire to be part of a team dedicated to improving healthcare through the application of technology in critical areas. Collaborate effectively with internal teams, leveraging collective expertise to drive success. May serve as team lead for a small team if/when required by the business.
QUALIFICATIONS
Education:
- Bachelor’s Degree or equivalent relevant work experience; MBA preferred
Minimum Experience:
- 7 or more years in a comparable consultative sales role
- Prior sales of HIT, SaaS/Software solutions and experience presenting to key decision-makers in hospitals and health system environments
- Highly motivated, with proven track record of success in achieving/over-achieving new business quota
- Ability to demonstrate and communicate value of sophisticated and complex products/technologies
Preferred Experience
- “Hunter” (net new business) profile and sales mentality
- Have established network of Chief Pharmacy Officer (CPO), Chief Information Officer (CIO) and/or CFO/COO relationships in Health Systems and IDNs within the designated territory
- Proficiency with Salesforce.com or other comparable CRM application
TRAVEL
