Position Status:Full TIme

Location:Nashville, TN


ABOUT HEALTHSTREAM


HealthStream (NASDAQ: HSTM) is dedicated to improving patient outcomes through the development of healthcare organizations’ greatest asset: their people. Our unified suite of software-as-a-service (SaaS) solutions are used by, collectively, over 4.0 million healthcare employees in the U.S. for training & learning management, talent management, performance assessment, managing simulation-based education programs and research solutions Based in Nashville, Tennessee, HealthStream has an additional office in 5 states. For more information, visit http://www.healthstream.com.

 

POSITION SUMMARY: 


The Solution Executive, Specialty Courseware Sales, Revenue Cycle Solutions will be responsible for being the HealthStream subject matter expert, delivering education solutions, accelerating adoption by providing expert knowledge in Revenue Cycle solutions into acute and non-acute facilities.  In this role, the Solution Executive seeks to align coding and revenue cycle courseware solutions with institutions’ business objectives, build relationships and credibility with key HIM, Revenue Cycle, and other financial stakeholders, work effectively and collaboratively with HealthStream Account Owners to maximize sales. This individual will have a variety of responsibilities for all elements of the sales process including positioning, demonstrations, presentations, objection handling, and contract negotiations through sale closure. This a quota carrying position.


ESSENTIAL DUTIES OR RESPONSIBILITIES:


Essential Duties


Coordination and Collaboration: Includes working closely with Account Owners to ensure close coordination, integrated sales strategies, compelling coding and revenue cycle solution bundles, and innovative selling strategies.
Identify and Qualify Opportunities: Includes aligning coding and revenue cycle courseware 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 coding and revenue cycle courseware 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.
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.

 

*************************THIS IS A REMOTE POSITION***************************

 

JOB SPECIFICATIONS:


A. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:

  • Bachelor’s degree in related area, BA or BS; RHIA or RHIT credential; CCS credential, CRCR certification, Director of Health Information Management; AHIMA’s ICD-10 Academy a plus.
  • Deep knowledge of coding and revenue cycle courseware solutions, including buying cycles, key trends, value propositions, and critical success criteria
  • 5+ years selling coding and/or revenue cycle solutions into the acute care hospital and post-acute markets.
    Detailed understanding of the revenue cycle process and educational needs within the acute care hospital/post-acute care markets.
  • Excellent customer service and communication skills (both verbal and written)
  • Strong presentation skills and executive presence
  • Ability and experience to serve as a zealous advocate for assigned solutions; ability and experience to lead team to become “trusted advisors” for assigned solutions
  • Comfortable in working independently or in a team selling environment as part of an empowering, fast paced, results oriented culture
  • Strategic mindset, strong business acumen, and effective negotiation skills
  • Multi-task oriented; works with a sense of urgency and a desire for excellence in performance
  • Enthusiasm and initiative, and ability to operate independently with limited oversight
  • Ability to travel 30 – 50%


B. SKILLS REQUIRED:

  • Solid computer skills – Office Suite
  • Knowledge with CRM tools such as SalesForce
  • Use of online demonstration tools (i.e. Webex)
  • 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
  • Ability to succeed in a team selling environment
  • Ability to communicate well with all levels of personnel

HealthStream Brands