Truven Health Analytics delivers the answers that clients need to improve healthcare quality and access while reducing costs. We provide market-leading performance improvement built on data integrity and empirical truth. For more than 30 years, our insights and solutions have been providing hospitals and clinicians, employers and health plans, state and federal government agencies, life sciences firms, and policymakers the facts they need to make confident decisions that directly affect the health and well-being of people and organizations in the U.S. and around the world.
Truven Health Analytics owns some of the most trusted brands in healthcare, such as MarketScan, 100 Top Hospitals, Advantage Suite, Micromedex, Simpler, ActionOI, Heartbeat Experts, and JWA. Truven Health has its principal offices in Ann Arbor, Mich.; Chicago; and Denver. For more information, please visit truvenhealth.com.
Job Description
Position Overview
The Director of Sales works with prospective mid-size employers from 2,000 to 7,000 employees and benefit consulting firms and brokers that service that same market to gain a thorough understanding of their healthcare needs and agenda, direct our company's procurement efforts, and leverage the full spectrum of Truven Health Analytic's resources to deliver value to mid-size employer business segment to achieve their business objectives.
Responsibilities
- Responsible for developing and maintaining a sound pipeline of new business opportunities with mid-size employers (2,000 to 7,000 employees), benefits consulting firms, and brokers that service that market.
- Together with the Vice President of Sales in Payer, identifies key prospects to target within assigned region.
- Personally responsible for delivering new business sales to meet or exceed annual quota within assigned geography for prospective clients.
- Assumes primary responsibility for the total customer relationship during the sales cycle.
- Leads the overall sale of new business by following an established capture and proposal response process.
- Effectively builds relationships, collaborates, and partners with a cross-functional team to strategize and meet with prospective clients and deliver compelling presentations, solution demonstrations, proposals, and orals that result in new business revenue.
- Develops and executes business development plans in conjunction with leadership, business consulting, and systems delivery groups that will meet or exceed established quota goals.
- Effectively engages in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal.
- Maintains regular contact with senior and executive-level decision makers - utilizing both on-site sales visits and remote communication - for assigned prospects.
- Represents the company at industry conferences and meetings.
Qualifications
REQUIRED Skills and Experience
- Bachelor's degree or equivalent experience preferred, and five to seven years successful experience in a healthcare-related sales role, with a demonstrated track record of achieving or exceeding business objectives and sales targets.
- Minimum three to five years experience selling solutions to the employer, benefit consulting, and broker.
- Experience selling to executive-level decision makers and leadership.
- Ability to partner, collaborate, and influence others in a highly matrixed organization on a cross-functional team to achieve goals.
- Excellent business instincts - able to function well in a competitive, changing environment.
- Strong oral and written communications skills are mandatory.
- Willingness to travel.
PREFERRED Skills and Experience
- Demonstrated networking capabilities among various communities, e.g., employer coalitions.
- Experience working with the employer, benefit consulting, and broker acquisition process.
- Experience selling technology solutions, especially business intelligence solutions, a plus.
Additional Information
We seek talented, qualified employees in all our operations regardless of race, gender, national origin, religion, sexual orientation, disability, age, or any other protected classification under country or local law. Truven Health Analytics is an Equal Employment Opportunity/Affirmative Action Employer.
All your information will be kept confidential according to EEO guidelines.
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