Enterprise Sales Executive - Global Healthcare Exchange, LLC : Job Details

Enterprise Sales Executive

Global Healthcare Exchange, LLC

Job Location : , Massachusetts, USA

Posted on : 2019-03-12T11:17:26-04:00

Job Description :

Job Details Description

The Enterprise Solutions Executive (ESE) is responsible for selling complex supply chain software solutions into the healthcare provider community. The ESE determines the overall account planning and management of their customer base within a specified region to achieve growth and contracted billings quota.

The ESE has a fundamental understanding of the healthcare industry and the business challenges that hospitals and IDNs face. Able to identify and articulate the pain points of the customer and successfully demonstrate GHX solutions that bring value to organizations. The ESE will also be able to effectively and professionally navigate organizational dynamics and be able to influence executive and V-level and C-level decision makers.

This field based role is required to be physically in one of the following locations:Massachusetts

This field based role is required to be physically in one of the following locations:

Rhode Island

Connecticut

New Hampshire

Maine

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.
  • 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
  • Apply Now!

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