Position Overview:
The Senior Major & Strategic Account Executive is a hunter role on a national level, responsible for driving new business for our drug information solutions in the CE Provider marketplace. Customer base includes but is not limited to hospitals, health systems, pharmacies, universities, government, and ambulatory clinics.
Using a value-based solution selling model, the Senior Major & Strategic Account Executive will secure new business by cold calling into prospects and partnering with Territory Sales Teams, Sales Operations, and Customer Success Teams in our current CE customer base by:
- Identifying target opportunities, building relationships with stakeholders and key decision makers, and establishing opportunity accountability & responsibilities by role for active selling phase.
- Developing a customized product solution proposal, and facilitating product demos and meetings.
- Coordinating with Territory Sales Teams for timely contract creation, terms and conditions development, quoting, and modifications.
- Closely managing the deal through closure, keeping management informed of any risks or delays.
The Senior Major & Strategic Account Executive will also support current customer retention efforts by partnering with Territory Sales Teams by:
- Supporting/attending/participating in prep for account review meetings; assist in usage data analytics to help identify usage that supports upsell, cross sell narrative and provide suggested narrative.
- Create bundled, cross-sell, upsell offers that support renewal efforts.
- Participate in new business initiatives created by product/marketing either directly or supporting territory sales teams.
Job Qualifications:
Education:
- Bachelor’s Degree or equivalent is required; MBA preferred.
Experience:
- 5+ years in a field sales role preferred.
- Demonstrated ability to build relationships with and present to key decision-makers.
- Excellent account management skills and ability to manage external and internal business priorities.
- Ability to demonstrate and communicate value of sophisticated and complex products/technologies.
- Highly motivated, with proven ability to over-achieve individual and team-based targets.
- Ability to construct, present and execute a Territory Business Plan.
Preferred Experience:
- Experience with Healthcare Platform Sales.
- Experience with SAAS platform sales.
- Expertise in Microsoft product suite and Salesforce.
Other Knowledge, Skills, Abilities or Certifications:
- Excellent analytical skills; proficient in Excel.
- Effective time management, organizational and prioritization skills.
- Exceptional communication (verbal/written), listening and presentation skills.
- Excellent administrative skills and sales process compliance.
Travel requirements:
- Ability to travel up to 60% across North America.
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