Position Status:Full TIme

Location:Nashville, TN

POSITION SUMMARY

The Client Account Manager, Territory, will be responsible for successfully selling the entire HealthStream product suite as an individual and in a Team Sales atmosphere. These sales processes will be used to meet or exceed sales quota within a specific territory. This individual must build upon existing HealthStream relationships to broaden exposure and understanding of the value of HealthStream solutions to the client. This individual is ultimately responsible all elements of the sales process, including an understanding the clients’ needs and aligning HealthStream solutions to address those needs.

ESSENTIAL DUTIES OR RESPONSIBILITIES:

  • Develop, pursue and close add on sales opportunities, targeting each HealthStream offering to each named client, influencing and understanding fit against need and timing of decision.
  • Provide efforts and increase customer utilization of HealthStream adopted solutions and services.
  • Attend HUG meetings virtually or in person, share best practices, handle escalation / triage of customer issues, or other efforts to manage client participation
  • Identify and Qualify Opportunities: Includes aligning HealthStream solutions with client’s initiatives, developing deep customer knowledge and relationships, identifying funding source, securing executive team sponsorship, resolving obstacles, and designing take out opportunities
  • Demonstrate, Propose, and Present: Includes demonstrating HealthStream solutions to key stakeholders, presenting compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI / business case, and following up promptly and professionally
  • Lead RFP / Capture Teams: In response to request for proposals, lead proposal teams, support quality RFI/FRP response strategy, secure references, and handle pricing strategy
  • Negotiate and Close Business: Including creating and submitting contracts, negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success
  • Territory Planning and Pipeline Management: Including developing and updating territory plans, managing pipeline in CRM system, updating plans and pipeline, supporting sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly
  • Contribute to the HealthStream Sales Community: Includes developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the Sales Accelerator Office (SAO)
  • Undertake Personal and Professional Development Opportunities: Including developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork
  • Value Added Member of Broader HealthStream Community: Includes working 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)
  • Excellent organizational and response skills to support efficient and effect customer interaction
  • Strong presentation skills and executive presence
  • Must have excellent communication skills and the ability to quickly develop relationships, ranging from the “C” suite to departmental directors to end users
  • Ability to become “trusted advisor” for assigned accounts
  • High level of integrity and professionalism, properly setting expectations
  • Comfortable in working independently in an empowering, fast paced results oriented culture
  • Sales experience with a track record of at least 1 year of superior account management and sales performance in highly competitive environments, preferably within the healthcare industry and with learning, talent management, and related solutions
  • Ideal candidate will have strong understanding of sales in the healthcare industry
  • Strategic mindset, strong business acumen, and effective negotiation skills
  • Leadership qualities to serve as a team player, but willing to take responsibility and accountability. Shares success with team members
  • Ability to travel 0 - 25%

    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 present and demonstrate complex solutions in a way that is compelling & easy to understand
  • Support and model HealthStream Vision and Values
  • Ability to communicate well with all levels of personnel
  • Ability to see to utilize computer and monitor
  • Ability to sit at a computer
  • Manual dexterity to manipulate keyboards and phones
  • Ability to speak in a clear and moderated voice
  • Standing, walking, lifting small objects (under 20 pounds) occasionally
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions