Account Development Representative-Provider Sales

Account Development Representative-Provider Sales

Requirements

• Minimum of 2 years’ experience in sales managing a territory and building a pipeline.
• Experience identifying deals and bringing them to completion.
• Excellent communication skills, written and verbal with internal and external clients.
• Bachelor’s degree in Business or related discipline, or a combination of education and relevant work experience.
• Knowledge of MS Office Suite.
• Willingness to travel up to 50% on occasion.

Responsibilities

• Establishes business plans by account and develops plans to achieve annual quota.
• Ability to contribute different thoughts, ideas and viewpoints that lead to greater innovation on projects and cross-functional collaborative efforts.
• Effectively presents the business case for GHX solutions that solve business problems while providing a relevant ROI.
• Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX.
• Drives two-way communication and engages the customer by linking their business priorities to our value proposition.
• Proactively advances the purchase decision without rushing the customer.
• Stays abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities.
• Presents products in a compelling, positive and professional manner.
• Applies sound strategies for protecting accounts and penetrating accounts held by competitors.
• Acquires and integrates industry knowledge related to general trends, emerging technologies and competitors.
• Builds pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota.
• Prospects, accurately forecasts and assesses resource allocation and planning of new business deals within assigned accounts.
• Develops solution proposals encompassing all aspects of the business applications.
• Tracks and reports sales opportunities within Salesforce.com to accurately forecast deals.
• Thoroughly qualifies all leads and sales opportunities.
• Collaborates internally with Product Management, Marketing, Customer Support and other internal GHX departments to drive overall customer value and satisfaction.
• Develops and implements strategies for selling GHX solutions in the C-suite to ensure internal buy-in at the highest level.
• Validates prospects’ needs through discovery process, and process and develops into ROI that solves business problems for clients.
• Refines messaging and sales tools needed to recruit customers.
• Conducts Strategic Business Reviews with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions.

Preferred Qualifications

• Previous ERP sales and/or healthcare supply chain sales highly desired.
• Experience with various ERP systems.
• Experience with Salesforce.com and CRM applications.