Position Status:Full TIme

Location:Brentwood, TN

POSITION SUMMARY

 

The Regional Client Account Executive at HealthStream has primary responsibility for leading account management, relationship management, and business development activities for assigned clients. In this role, the Regional Client Account Executive seeks to align Workforce Development business segments with customer business objectives and increase HealthStream annual recurring revenue within the account. The Regional Client Account Executive achieves these goals by designing consultative solution strategies with measurable outcomes based on identified needs, and by assisting in the development of an enterprise learning strategy that aligns workforce development investments with clinical and business objectives.

 

ESSENTIAL DUTIES OR RESPONSIBILITIES –

  • Consistently generate short-term results while maintaining long-term perspective to maximize overall ARR and subscriber growth
  • Create and maintain a sales pipeline to achieve and surpass annual recurring revenue goals within assigned customer accounts
  • Develop, document, and lead the strategic account plan for each assigned account, focus on developing account strategy, financial targets, white space analysis, and critical milestones
  • Establish professional and deep relationships with key personnel in assigned customer accounts
  • Engage with customer to position Healthstream solutions through strategic value - based selling, business case definition, ROI analysis, references and published public data
  • Accurate monthly and quarterly forecasting 
  • Lead and manage the end-to-end sales process through engagement of appropriate resources such as Solution Executives, Product Managers, Executives, and Partners on complex multi-product solutions
  • Communicate the appropriate HealthStream solution Value Propositions
  • Understand the competitive landscape and customer needs to effectively position HealthStream and its offerings
  • Pipeline development through a combination of phone calls, emails, and customer meetings
  • Establish a professional brand internally and externally by demonstrating with proficiency, all sales team competency statements

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 7-10 years of superior account development and sales performance in highly competitive environments, preferably within the healthcare industry and with learning, talent management, and related solutions
  • Ability to understand the financial aspects of account management, such as annual recurring revenue and pricing determination
  • Effective communicator in a team selling environment
  • Ability to offer unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch highlighting customer benefits
  • Adept at driving two way communication by clearly articulating value proposition to customer’s pain points
  • Ability to quickly develop a deep knowledge of customer’s business and discuss issues from multiple angles
  • Understanding the decision making processes and have the ability to influence key decision makers
  • Ability to communicate at the C-level with experience selling to senior level business owners, financial heads, or supply chain leaders preferred
  • Ability to travel, typically up to 50%

B. SKILLS REQUIRED

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

 

HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law.

 

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