Senior Inside Sales Representative - Account Manager

Growth Account Manager

We are searching for a Growth Account Manager to join our team!

In this role, you will be using your expertise in healthcare information technology, medical informatics, relationship building and networking in the healthcare market to expand the use of Clinical Effectiveness solutions for healthcare institutions within your assigned territory. The Growth Account Manager will own the entire sales cycle from start to finish with a select number of accounts in their territory. The Growth Account Manager will be responsible for the retention and growth of existing customers along with acquisition of new customers. Territories are subject to change periodically.

Duties & Responsibilities

Opportunity Identification & Development

• Coordinate closely with Overlay Teams for New Business Opportunities
• Identify target opportunity and stakeholders
• Facilitate outreach and background information collection with new opportunity
• Identify and build relationships with key stakeholders
• Conduct customer needs assessment
• Qualify target opportunity based upon account value, threats, and barriers
• Determine opportunity accountability & responsibilities by role for active selling phase

Active Selling

• Identify and validate customer needs
• Communicate product value prop and solution design
• Customize value prop/solution and product solution proposal
• Develop and review implementation scope
• Obtain solution acceptance
• Execute collaborative active selling functions including contract creation, terms and conditions development, quoting, and contract modifications
• Conduct contract reviews, pricing, negotiation
• Obtain final signature and finalize order

Customer Management

• Review account utilization management reporting
• Conduct account review meetings
• Provide ad-hoc customer support and issue routing
• Collaborate with marketing in account communications planning and marketing campaigns
• Identify and close cross-sell and up-sell opportunities
• Execute contract renewals

Qualifications

Education: College degree or equivalent work experience

Experience:

• 3+ years of prior work experience, preferably in a similar inside sales position.
• Demonstrated ability to build relationships with and present to key decision-makers, a plus if background is with hospitals and health systems
• Excellent account management skills and ability to manage external and internal business priorities
• Ability to demonstrate and communicate value of sophisticated and complex products/technologies
• Highly motivated, with proven ability to over-achieve individual and team based targets
• Ability to construct, present and execute a Territory Business Plan
• Ability to effectively partner with and support field-based team to achieve mutual goals
• Microsoft product suite and SalesForce.com preferred

Desired Attributes

• Effective time management and prioritization skills
• Exceptional verbal and written communication skills
• Superior time management, prioritization, and organizational skills
• Excellent administrative and organizational skills and process-orientation

Travel: 10% - 25% as necessary for occasional customer and team meetings approved by the business