Regional Sales Director, Healthcare
Job Description
Regional Director
Job Summary:
The Regional Director’s primary responsibility is to sell Provation Clinical Documentation software solutions (Provation MD & Provation Apex) to healthcare facilities that perform Gastroenterology (GI) procedures.
Duties & Responsibilities:
Achieve Sales Quota
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Develop and execute sales strategies to open, advance, and close Provation Apex customer migration and new sales opportunities in customer and prospect accounts
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Perform value-based selling of Provation Apex solution in a consultative, professional manner
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Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities
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Lead & manage customer proposal & negotiations process consulting with sales leadership
Strategically Manage Customer Relationships
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Identify key buying influencers within accounts to determine processes, budgets, and timelines
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Develop, build, and strengthen relationships with executive level stakeholders
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Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges
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Establish a scheduled, routine, and predictable customer communication cadence
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Listen and use critical thinking to evaluate each customer’s current state of Provation. Provide recommendations to optimize and advance the use of Provation
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Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders
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Participate in GI market and customer trade shows, user groups, and education events
Actively Manage a Sales Funnel
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Successfully manage the sales cycle from lead-to-close to drive growth within assigned territory
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Maintain a healthy pipeline of customers and prospects focusing on size, speed, shape, success
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Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline using Provation Sales Milestone Process and Customer evidence.
Engage and Educate an Assigned Market
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Build and generate market demand for the Provation Apex solution
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Opportunistically identify and cultivate new business opportunities
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Partner with clinical/technical solutions consultants to provide consultation and demonstrations
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Utilize sales enablement tools and collateral to support funnel management & territory needs
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Collaborate with Provation implementation team to ensure existing customer challenges and current state vs. desired future state workflow is understood & achieved with Provation Apex
Maintain working product and market knowledge
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Acquire and maintain comprehensive product solution knowledge
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Stay current regarding competitive intelligence and solutions in relation to Apex
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Learn & understand major market trends & associated Apex improvement opportunities
Sales administration
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Meet Salesforce usage and reporting expectations as defined by Sales Leadership
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Assist current customers with existing invoice and contract questions and needs
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Follow up on marketing qualified leads and conduct research to identify potential opportunities
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Complete and remain current with administrative reporting as assigned (e.g., expense reports)
Job Requirements:
Education & Experience
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A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
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5+ years of sales experience with point-of-care solutions.
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Proven track record of sales in healthcare industry.
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Experience with Salesforce.com or a similar CRM solution.
- Experience with SaaS software.
Other Knowledge, Skills, Abilities or Certifications:
- Ability to travel 50-75%
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Self-starter and strategic thinker with the aptitude to work both autonomously and with a team
- Strong business/financial acumen
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Curious professional with growth mindset; coachable and highly adaptable
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Courageous; loves to compete and