The Senior Account and Relationship Executive – (Senior Account Executive) for Wolters Kluwer (WK) Health Language is accountable for retention of strategic healthcare clients, identifying and closing new revenue opportunities, and developing expansion opportunities within the Healthcare/Healthcare Vendor space.The Senior Account Executive (SAE) will focus on developing long-term relationships within the portfolio of assigned customers, connecting with key business executives and stakeholders within each customer. Additionally, the position will require the ability to analyze operations, organizational challenges, and identify growth and investment opportunities. This role will require the ability to define strategic account planning and deployment across the entire range of our company’s products and services, ensuring that we are meeting customer’s needs and expectations. The SAE manages larger highly complex accounts that have multiple Health Language products.Location - US RemoteESSENTIAL DUTIES AND RESPONSIBILITIES
Drive new business selling to Healthcare and HIT vendors individually and with sales support teams to attain quarterly and annual bookings goals.
Utilize disciplined sales methodology to build sales pipeline, advance deals and close to meet quarterly targets.
Ability to close business and negotiate commercial contracts effectively.
Comfortable working in uncertain and often complex domains (i.e. speaking with clinical informaticists, bio informaticists, IT directors, physicians, PhD’s etc.) with a strong willingness to utilize team selling to execute the sale
Effectively manage and guide the entire sales cycle from thorough discovery, to selling key value proposition, problem solving, negotiating, and closing the deal.
Track record of implementing strategic selling techniques to effectively navigate complex organizations and reach key decision makers.
Accurately and realistically forecast bookings each month, quarter and annually.
Manage and ensure sales related information in Salesforce.com is updated with discipline and consistency.
Willingness to collaborate with other sellers on best practices and selling successes and failures.
Education
Bachelor’s degree required or equivalent experience
JOB QUALIFICATIONS
7+ years’ experience as salesperson with complex SaaS software or IT solutions to payers, providers, or healthcare IT vendor
Consistent track record of meeting quarterly and annual sales targets
Demonstrable experience successfully selling to VP and C-level healthcare leaders
Including :
Minimum of 7 years’ experience managing large healthcare accounts; 10+ 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 relationship management software (e.g., SalesForce)
Ability to create executive-level content and polished presentations
Demonstrable results managing large opportunities
Excellent oral and written communication skills that demonstrate professionalism and ability to maintain confidentiality (documents, emails, and conversations)
Technical proficiency in Salesforce.com, Microsoft Word, Excel, Outlook, and PowerPoint; advanced/expert level preferred
Experience in the following areas is a plus:
Clinical Decision Support
Healthcare Analytics
Healthcare Consulting
Software as a Service (SaaS)
Healthcare Technology
Experience :
Experience supporting the implementation or optimization of clinical software in a healthcare system highly desired
Developing and executing strategic account plans
Analyzing metrics to deliver insightful guidance
Calculating and analyzing ROI
Providing consultative services to clients
Forecasting and strategic planning
Experience upselling, nurturing business relationships, retaining and expanding our clients foot print.
An understanding of contract management
Deep understanding of the Healthcare Industry with applicability to payer, provider and vendor organizations.
Sufficient technology application or technology product understanding in order to learn and understand software products at a detailed level.
Understanding of enterprise software deployment a plus Strong communication skills, relationship building and conflict management skills.
Good listening skills.
Ability to multi-task and prioritize.
Other Knowledge, Skills, Abilities or Certifications :
Extensive knowledge of vendor, payer and provider departments and use of clinical software
High-level analytical capabilities. Handles complexity and deep understanding of selling value and negotiation skills with extreme drive and energy. Collaborative, creative with deep sales experience.
Strong people management skills and the ability to engage organizations to accomplish enterprise goals. A “roll up your sleeves” sales director. Highly effective worker and an unselfish team-player with an internal locus of control.
TRAVEL REQUIREMENTS
Up to 25% travel may be required
Compensation:Target salary range CA, CT, CO, HI, NY, WA: $117,500-$164,700This role is eligible for Commission.Additional Information :Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
