Position Status:Full TIme

Location:Brentwood, TN

POSITION SUMMARY:

The Senior Account Executive, Continuum will be responsible for successfully aligning and selling the HealthStream product suite to the top FTE Continuum Non-Acute prospects and clients. This individual will have ultimate responsibility for all elements of the sales process, including market segmentation, prospecting, qualifying, positioning, demonstrations, presentations, objection handling, and contract negotiations through sale closure.

 

ESSENTIAL DUTIES OR RESPONSIBILITIES:

  • Prospecting Activities within Assigned Accounts: Includes cold calling, internet research, email, relationship building, and other tactics.
  • Identify and Qualify Opportunities: Includes aligning HealthStream solutions with prospect 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, support 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.Team Leader
  • Includes convening regular team meetings
  • Includes developing processes to foster collaboration with other sales teams to ensure successful team selling, integrated account plans, compelling solution bundles, and innovative selling strategies.
  • Includes representing team in meetings or discussions with others at HealthStream, including Sales Leadership, Marketing, Product Management, Services, or others
  • Includes coaching / mentoring on a specific account or opportunity strategy
  • Includes sharing sales techniques that support each step of the sales process.
  • Includes helping with the on-boarding of a new team member
  • Includes 1 on 1 training of sales team member

 

JOB SPECIFICATIONS:

A. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:

  • Bachelor’s degree in related area, BA or BS
  • Sales experience with a track record of at least 5-7 years of superior sales performance in highly competitive environments, preferably within the healthcare industry

 

B. SKILLS REQUIRED:

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

 

C. ABILITIES REQUIRED:

  • 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 in working independently in an empowering, fast paced, results oriented culture
  • Ideal candidate will have existing relationships with consultants and healthcare executives within the region
  • Leadership qualities to serve as a team player, but willing to take responsibility and accountability. Shares success with team members
  • Ability to travel up to 25%
  • 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
  • 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

 

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

HealthStream Brands