Senior Field Sales Manager -Healthcare (Western United States)
This role engages healthcare providers, payers, consultants, insurance companies, corporations, and state and local government agencies to drive sales and ongoing customer success for Wolters Kluwer Healthcare Regulatory & Coding Solutions.
***This position is remote based, ideal location is western half of United States.
ESSENTIAL DUTIES & RESPONSIBILITIES
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Consultative/Challenger selling - Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for company; prepares for client calls and supports the efforts of the team during client meetings; utilizes other resources of the company to nurture relationships with client influencers and decision makers
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Account Planning – Works with Manager in planning sales strategy; aligns tactical account plans with overall corporate strategy; actively develops/oversees and manages business plans to meet sales goals/quotas; works within robust, comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately and communicating sales progress; actively manages account business plans through scheduled reviews and updates with Manager.
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Pipeline management - Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline to meet quarterly and annual targets
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Strategic sales planning & implementation – Actively works within strategic sales plans that reflect company's business strategy, to advance market share/penetration, and achieve profitable growth
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Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions
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Change management - Ability to work through an environment of rapid change and effectively execute on sales and retention goals
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Key Decision Influencer/Key Decision Maker partnering - Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key stakeholders and business executives in support of other established relationships with the client
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Industry and client knowledge - Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map the company capabilities that align to client business objectives and initiatives
- Other duties as assigned by Manager
QUALIFICATIONS
Experience:
• 5+ years business to business sales experience; healthcare or compliance-driven industry experience preferred.
Education:
• Bachelor’s degree in business or related discipline or equivalent experience
CORE COMPETENCY REQUIREMENTS:
In addition to core selling skills:
• Enthusiasm and eagerness to learn
• Strong working knowledge of Microsoft Office Suite, Office 365, SFDC
• Exemplary verbal, written, and presentation skills
• Consulting mentality—extracting insights from very complex and/or limited information to make a recommendation to stakeholders
• Results-oriented; able to take concepts and ideas through from implementation to action
• Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work
• Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
• Innovative mindset; willingness to try creative and different ways of accomplishing work
• Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations
• Builds stronger internal relationships with other