Position Status:Full TIme

Location:Nashville, TN

POSITION SUMMARY

The Associate Account Executive - Go to Market role has been created for the purpose of generating interest, developing leads, and increasing market share for HealthStream’s solutions. In conjunction with sales leadership, marketing and product management, the individual is responsible for generating, developing and qualifying new leads for the sales organization through telephone, email and product launch campaigns. In addition, the representative is responsible for response, development and qualification of inbound leads received through HealthStream’s website, trade shows, CRM tool and inbound telephone inquiries. A key objective of this position is to achieve a target number of qualified leads in a given year, set forth by sales leadership and described in the Sales Incentive Plan

 

ESSENTIAL DUTIES OR RESPONSIBILITIES:

  • Prospecting Activities within Assigned Accounts: Cold calling, internet research, email, relationship building, and other tactics
  • Identify and Qualify Opportunities: Align assigned HealthStream solutions with prospect initiatives, develop deep customer knowledge and relationships, identify funding source, secure key stakeholder sponsorship, and resolve obstacles/objections
  • Demonstrate, Propose, and Present: Demonstrate HealthStream solutions to key stakeholders when applicable, present compelling value proposition, answer questions, overcome objections, build ROI / business case when applicable, and follow up promptly and professionally
  • Territory Planning and Pipeline Management: Develop and update territory plans, manage leads pipeline in CRM system, update plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly
  • Contribute to the HealthStream Sales Community: Develop and share best practices with teammates, facilitate internal discussions with key stakeholders, collaborate with other sales team members, contribute to positive work environment and morale
  • Leverage Personal and Professional Development Opportunities: Develop and maintain outstanding product knowledge, build deep expertise in healthcare trends, enhance skills and abilities such as communication, presentation, negotiations, and teamwork
  • Value Added Member of Broader HealthStream Community: Work cross-functionally with Marketing, Product and Project Managers to create
  • value-added customer solutions aligned with our vision, business principles, and values

 

JOB SPECIFICATIONS:

A. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:

  • Bachelor’s degree in related area, BA or BS
  • Excellent customer service and communication skills (both verbal and written)
  • Must have excellent communication skills and the ability to quickly develop relationships, ranging from the “C” suite to departmental directors to end users
  • High level of integrity and professionalism, properly setting expectations
  • Comfortable with working independently in an empowering, fast paced, results oriented culture
  • Prior ales experience preferred with a track record of success in highly competitive environments, preferably within the healthcare industry
  • Prior experience cold calling into prospective accounts
  • Leadership qualities to serve as a team player, but willing to take responsibility and accountability. Shares success with team members.


B. SKILLS REQUIRED:

  • Solid computer skills – Office Suite
  • Familiarity with CRM tools such as SalesForce
  • Excellent written and verbal communication skills


C. ABILITIES REQUIRED:

  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
  • Ability to communicate well with all levels of personnel