Account & Relationship Executive

Basic Function

The Account Manager for Wolters Kluwer (WK) Safety & Surveillance is accountable for retention of strategic healthcare clients, identifying and closing new revenue opportunities, and developing expansion opportunities within the hospital or healthcare system. The Account Manager will build client relationships at the executive level and will demonstrate the value of our clinical surveillance system, pharmacy productivity solutions, including IVWF and drug diversion detection.
Essential Duties and responsibilities

- Develops and executes a strategy to retain revenue within existing Sentri7 Drug Diversion and/or IVWF accounts.

- Establishes executive-level, trusted advisor relationships with hospitals and health systems.

- Gains a deep understanding of the assigned accounts and maps account and decision makers to effectively execute on retention strategy.

- Proactively identifies and closes new revenue opportunities for professional services, add-on interfaces, and reconfiguration efforts.

- Uncovers and qualifies opportunities for expansion of additional modules within a hospital or health system, and introduces the local Sales Director to manage the close of the opportunities.

- Maintains accurate forecasts, and provides management with regular updates related to retention and new revenue opportunities within assigned accounts.

- Manages the customer relationship and reinforces the value of the Wolters Kluwer solution set through consistent execution of the Account Management model.

- Maintains extensive knowledge of competition and how to effectively compete against them at an executive level in the healthcare organization.

- Acts with a sense of urgency to drive and close renewal opportunities.

- Employs a customer-focused, action-orientated approach to achieve a high level of customer satisfaction.

- Works in a team environment to support the success of all team members.

- Ensures customer expectations and obligations are fulfilled by driving effective working relationships cross-functionally, in particular with the sales, implementation, marketing/product management, and product support teams.

- Reports and updates the business on customer issues, and provides closed loop feedback to customers.

- Compiles and presents customer input for product roadmap to Product Management.

- Seeks to continuously enhance knowledge of Wolters Kluwer products and develops a working knowledge of complementary and competitive products and services.

- Partners with Marketing to understand the competitive landscape and develops talking points and polished responses to competitive threats, including EMR vendors.

- Gathers and creates best practices for implementing and using our products to be disseminated to customers through content, conversations, and presentations.

- Represents Wolters Kluwer within the industry by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends, and general business and financial acumen through various sources and initiatives.

- Leverages the Wolters Kluwer Health product portfolio and existing relationships as part of a comprehensive renewal strategy.

Other Duties

- Proactively pursue professional development activities (e.g., attending seminars, reviewing professional publications, establishing personal networks).

- Manage time and company resources appropriately.

- Performing other duties as assigned

- Up to 25% out of state travel may be required.

Job Qualifications

Education:
Bachelor degree required

5 +years of successful technology-related sales or account management experience in the healthcare industry
Including:

- Minimum of 5 years’ experience managing large healthcare accounts; 7+ years preferred

- Healthcare industry experience required (vendor or customer)Successful track record of selling to or managing C-suite executives in a complex business-to-business environment

- Experience using customer relations